Communication and Negotiation

Paper Summary:

The paper explores communication and negotiation and uses the baseball strike in 1994 as a source for information and as a model of one particular negotiation situation. The paper describes this case as one with hardened positions on both sides so that the negotiation never achieved a solution and the strike was ended by a judicial order instead of an agreement, as was desired.

From the Paper:

"Labor negotiations generally involve demands by the workers and counter offers by the owners. Such negotiations generally come when a contract expires and the time the negotiation takes depends on the solidity of the positions each side takes, meaning how much more the employees want to gain and how little the owners want to cede to the employees. Pressure can be brought on owners by a strike situation, but this also brings pressure on the employees, who are not being paid while on strike and who may not be able to hold out as long as the owners for financial reasons. Some types of business are more vulnerable than others to such tactics, depending on industry position, time of year, need to fill contracts or orders and other pressures."

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