COLLECTIVE BARGAINING ASSIGNMENT – MGT 264 (Fall 2019)

Review the Collective Bargaining Simulation: Marine Metals Ltd. found on pages 382 through 391 in
the textbook.

Each group will be assigned a role of management or union. Two class periods will be spent going
through a role play of collective bargaining negotiations.

Groups must prepare for the negotiations, including identifying and implementing a strategy for
negotiations.

To prepare consider the following:

Marshall’s Conditions - who has the balance of power in this round of negotiations?

Determine your key bargaining priorities and proposals.

What would be the financial value of your proposals?

What are the integrative bargaining issues? What are the distributive bargaining issues? What are the
hybrid bargaining issues?

What strategy would you use in the negotiations, and why? (i.e., what would you do, what would you
not do, how would you conduct yourself, what tone would you take?)

Which issues would you want to discuss first? Which issues would you save for last?

In addition to the role play, each group will be expected to submit a summary of its analysis of the
situation, including its strategy and initial bargaining position, bottom line and proposal valuation. The
paper must be no more than 8 papers and is due December 3, 2019.

Grading:

Marshall’s Analysis: Who has the balance of power? /5

Bargaining Priorities and Proposals: Are they realistic? Were the proposals clearly
written? /10

Costing the Proposal: Did you accurately cost out your initial proposal? /5

Strategy: How thoroughly did you explain your approach to this round of bargaining? /10

Role Pay: How well was your team organized? How effective were you at the bargaining
table? Did you strike the right between being collaborative and taking a firm stand on
issues important to your team? Did you stick to your strategy? /10

Writing: Was your written submission clear, easy to understand, concise and thorough?
Was it formatted in a way that was easy to read? Was it free of spelling and grammatical
errors? Do you use APA format properly and acknowledge all your sources? /10

Total /50