Negotiation within and between organizations

1
Negotiation within and between organizations
What happens when we embed negotiation in an
organizational context?
1) Relationships are more important a) the
shadow of future interactions, interdependencies
b) hierarchy and political structure is
relevant c) history matters (e.g., emotions,
reputation, precedents). 2) There may be social
dilemmas within de facto collectives. (e.g.,
budgeting, sales targets) 3) Coalitions may
form among the principals. (e.g., between
divisions)
2
Negotiation within and between organizations
What happens when we embed negotiation in an
organizational context?
4) Managers can choose to intervene or seek
others to do so (e.g., as mediators, arbitrators,
or adjudicators). 5) Collateral parties may
exert an influence on negotiations--(e.g.,
superiors, subordinates, constituents). 6)
People might negotiate as a team. How should
they coordinate action and aggregate
preferences? 7) Group identity may play a role
(e.g., ingroup and outgroup perceptions may be
relevant).
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Levels of Analysis
P
1) INDIVIDUAL
P1
P2
2) DYAD
P1
3) POLYAD
P3
P2
P1
I
P2
4) INTERMEDIARY
4
Levels of Analysis
C
5) COLLATERAL RELATIONSHIPS
P
C
P
6) INTRAGROUP
M
M
M
P2
P1
7) INTERGROUP
M
M
M
M
M
M
5
Final Offer (1984) Key Players
Owen Beeber UAW Intl President
Roger Smith GM Chairman
Bob White Canadian UAW President
Rod Andrew GM Canada Negotiator
Negotiating Committee
Local Membership
6
Final Offer Key Events
First meeting (ten days before strike deadline)
Bob White warns Rod Andrew not to bring U.S.
profit-sharing deal to Canada. One week before
strike Andrew makes his first offer a version
of the U.S. deal. The deal is rejected by the
negotiating committee a strike is
announced. 48 hours before strike
Wildcat strike put down. 24 hours before
strike Beeber calls to challenge White's strike.
Beeber plans to put the matter to a vote of the
UAW executive committee in Detroit White's
observer later reports that there is little
support in Detroit for a strike. 20 hours
before strike Andrew makes a new offer that is
not much different than before. The offer is
unanimously rejected by the UAW negotiating
committee.
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Final Offer Key Events
16 hours before strike Wildcat strike in
Oshawa. One hour before strike Beeber
challenges White's right to strike if it is only
over the wage issue White tells Beeber that the
strike is about more issues. First week
of the strike Roger Smith intervenes,
threatens to close Canadian plants. White
camouflages annual percentage wage increase (AIF)
as "SCA" Beeber plans to negotiate
directly with Smith on Canada's behalf. Andrew
meets with UAW committee to look for division
finds none. Andrew offers new proposal White
refuses because Beeber is negotiating.
John Clout (union representative on negotiating
committee) complains that he feels he is being
kept in the dark.
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Final Offer Key Events
Informant tells White that Beeber gave up on
annual wage increases and is hammering out a
version of the U.S. deal for Canada. White
approaches Andrew, accepting a smaller annual
wage increase. When they meet, Andrew offers
less money than previously mentioned White
calls Beeber, threatening to lock in a 6-week
strike. 8th day of strike Andrew backs down,
offers 2.25 increase White must sell this
plan to the negotiating committee. 10th day
of strike Negotiating committee approves the
deal . 12 day of strike Strike ends.
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DEEPORT--Sec 31
Deeport Env Union Other Ports Gov DCR (XX)
(XX) (XX) (XX) (XX) (XX) 1029 14
3 16 9 19 517 7 31 39 32 27
3337 22 11 28 12 34 13
35 8 23 18 21 38 25 6 2 4
26 36 24 1 15 20 40
10
DEEPORT--Sec 32
Deeport Env Union Other Ports Gov DCR (XX)
(XX) (XX) (XX) (XX) (XX) 10 14 3
16 9 19 17 7 1 15 20 5
6 22 11 2 12 4 13 8 23
18 21