1.
Your Name and Role: Alyssa Goodwin – IATSE Union Representative
2. Your Partners Name and Role: Heather Fuller – Campbell Arena Management Group
Representative
3. Describe how you prepared for this negotiation. Did you prepare differently from the two
previous in-class negotiations? Should you have done anything differently?
A. For this negotiation, the video we watched for class this week really helped me
prepare. I took into consideration all the details of the contract and what the union
was wanting. This one was different then the previous weeks because I was not
only representing my self but the entire union and that requires a bit more to
prepare for because you want to be able to come out with the best possible
solution to avoid any strikes that could take place. I would of probably pushed
harder for closer to 20% pay raise but since we did negotiate to circle back in a
year this is something I could pitch to the union.
4. How did you establish your Aspiration Level, Reservation Price and Opening Offer? Do
you think they were correct, or should they have been higher/lower?
A. To determine my aspiration level, I took into consideration all that was on the
table for the entire union and what they were expecting me to negotiate on. I
know that a raise was a must so my goal was to open straight with the 25%
increase so that if it were to go down, we could negotiate at a decent percent. My
reservation price was 15% and that is what we ended up negotiating with.
Vacation I knew I had some room to work with because it was not a huge issue to
the union, but we settled fairly in that area. The most important one was for the
full-time employees and keeping them at 35 hours and then they would go into
overtime. The best way to negotiate this was to do a give and take approach. We
could give a 10-hour overtime max in return we would get to keep full time
employees at 35 hours before going into overtime. I think for the most part, these
numbers were correct. I do think I could have negotiated harder for a 20% pay
increase but there had to be a settle point to keep us from going on strike.
5. Evaluate the strategy and tactics you used for this negotiation. Explain why you chose to
use each. Did they work or should you have used a different strategy or other tactics?
Explain your BATNA.
A. My BATNA was used in two different ways. The first one was in the wage
increase. We wanted a 25% but the Arena wanted 15% because they stated 25%
was to steep of an increase in such a fast time. I need an alternative to approach
the negotiation with that would be the next best possible outcome and that was to
agree to the 15% but not wait until the contract was up to agree to more, I wanted
something sooner. The second time would be when it came to overtime hours, the
best alternative was to be able to keep the 35 hours but cap the overtime amount
that could be received. Really in this situation it was all a give and take
negotiation. We wanted certain things to go the way we needed but we had to give
a little to get to what we wanted or close enough.
6. Critique the outcome of this negotiation. Were you successful? Could your outcome have
been improved? Why/Why not?
A. I think overall this negotiation was successful. The only area I think that could
have been improved was the wage increase. I think we could have met more in the
middle. For example, the union wanted 25% but the arena wanted 15% and I think
that we could have met at 20%. However, we did agree to work harder in
lowering production cost and circling back aground to move up to a higher
amount.
7. Reflect on this collective bargaining activity. How was it different from the other
negotiation activities? What did you learn? How will this benefit you in the future?
A. This negotiation was different because you had to take into consideration a group
of members and not just what I wanted. This requires going to bat harder because
if you do not it could lead in an unhappy group of people and cause a strike. I
learned that it is better to come out with your highest expectations and work lower
but also stand up for what you think is not good enough. You want to be able to
prevent a strike as much as possible because if one were to happen it is going to
make matters worse and slow production. This will benefit me in the future when
working with unions in the tradeshow industry by understanding their needs and
how to better assist them.
