The Final Offer: Video Analysis

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Final Offer – Video Analysis 2) Positional bargaining is a negotiation strategy that involves standing on to a fixed idea, or position and arguing for it and it alone (Spangler, 2003). a) The two negotiators in the film, Bob White and Rod Andrew, have specific and hard positions. It is easy to identify that neither of them is willing to change or modify their position. In the case of Bob White, as the union representative, his position is to achieve a raise of 3% in hourly wages for the line workers. For Rod Andrews, the GM negotiator, his position is to make the union representatives understand that GM’s profitability is fragile and for that reason it is not possible to give line workers a raise in hourly wages. b) Even though…show more content…
If they wanted a “made in Canada agreement” then they needed to make peace with Owen Bieber. To make peace with him, Bob White and his team backed up from their main goal and instead they decided to camouflage the AIF and call it something different. Owen Bieber agreed to this proposition. 4) When Bob White presented GM’s offer to the UAW negotiation committee he had already understood that GM was never going to give them the 3% raise they were asking for and accepting what the company was offering them was the smartest decision. Still, he wanted most of his team to agree with the offer so he could accept it. He framed his presentation based on the current difficult economic conditions. According to him, due to the harsh economy this one was the best offer they were going to receive. He also used the substantive frame to show the other members that he had made agreement that covered all the different issues raised by the union: an increase in hourly wages, no lump sums and cost of living protection. On the other side, John Clout framed the offer as a betrayal to the union. He tried to persuade the other members to continue with the strike until they got the 3% raise they were fighting for. John Clout is also using the outcome frame where the only goal of the negotiation is to achieve the desired outcome. When two people are speaking in two different frames it is a cause for conflict and ambiguity (Lewicki, Saunders, and

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