Week 5: Role Play Bargaining Plan

As a team, develop a memo outlining your strategy for the role your team will play in The Zinnia collective bargaining negotiations and respond to specific questions about that negotiation, not your outcomes or your approach to negotiations in general. Your strategy should include answers to the following questions:

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What is your overall goal in the negotiation?
What are the significant issues?
How important is each issue to you?
What is your goal with respect to each issue?
Analyze the relative bargaining position of all parties. Who is more dependent on the deal? Who has a better BATNA? Who can walk away from the deal? Is one party more in control? Is one party more in a defensive or reactive position?
What is your “best alternative to a negotiated agreement”?
What is your resistance point on each issue?
What fairness norms or reference points will you utilize?
What power dynamics are involved in the negotiations?
Each negotiation plan should include a bargaining agenda which contains the team’s threat point (i.e., the minimum [maximum] acceptable contract changes the union [company] would accept without a strike) and also what the team reasonably hopes to settle for. Both economic and noneconomic items should be included on the agenda.

Blank templates are available on the exercise’s website. Costs should be estimated for the economic items in the packages. These bargaining agendas are not binding during negotiations but are used to facilitate preparation. To help with costing various proposals, an Excel spreadsheet is available on the website.

Review the details of the simulation on the Collective Bargaining Role Play Instructions page.

The grading rubric, which represents the performance expectations for this assignment, is located below.

One member of the team will submit your work. To submit, select Submit Assignment, then under the File Upload tab click Browse and locate and select your paper from your operating system, add any comments for your instructor in the comments box (optional), then click submit Assignment.

Collective Bargaining Team – Role Play Instructions
Simulation Introduction
In this class, you will participate in a collective bargaining role play by accessing a simulation on (Links to an external site.). This accompanying simulation is not in the textbook; rather, you must explore the websites of The Zinnia and Local H-56 to learn about the contract, the environment, their priorities, and their constraints.

Our bargaining simulation will focus on “The Zinnia and Service Workers Local H-56” involving a fictitious 300-room hotel in Minneapolis (The Zinnia) and a fictitious local union, Local H-56 of the International Union of Service Workers and Allied Employees.

You will negotiate terms of a collective bargaining agreement as part of a two-person team representing either management or the union. Bargaining can take place via whatever means you arrange—including the traditional in-person approach or via e-mail, chat, instant messaging, or other communication technologies. You will report your progress in this course.

Weeks 1-2: Team Formation
Your instructor will divide the class into two-person teams representing either management or the union.
You will remain on the same team throughout the course and collaborate with your team members.
Week 3: Establish a Communication Channel
Determine how you want to communicate with your team and with members of the opposing team.
Bargaining can take place via whatever means you arrange with your team —including the traditional in-person approach, video conference, via e-mail, chat, instant messaging, or other communication technologies.
Week 4: Access Simulation Website
Acquaint yourselves with the information on the simulation website and begin collective bargaining role play.
Your instructor will provide the passwords to the members of teams based upon which party they represent.
There are password-protected areas of the website that contain management-only and union-only documents.
You must keep these passwords and any information you access using the passwords strictly confidential.
All of the needed materials are on the website at (Links to an external site.), including an Excel spreadsheet for contract costing and Word documents for creating bargaining goals.
Instructions for using the costing spreadsheet are included in that spreadsheet.
You can modify any cell marked in blue.
Week 5: Submit Role Play Bargaining Plan
Submit your team’s Week 5: Bargaining Plan
Week 6: Participate in Collective Bargaining Role Play

Reminder: Bargaining must commence no later than the beginning of this week.
Week 7: Submit Role Play Outcomes and Reflections

Submit the Week 7: Role Play Outcomes & Reflections Results from teams and individual reflections (the “strike deadline”).
Each member of any group that has not reached a settlement by the strike deadline must write a 25-page paper critically examining the current legal status of striking workers in a comparative analysis.

The Website
All of the needed materials are on the website at, including an Excel spreadsheet for contract costing and Word documents for creating bargaining goals. Instructions for using the costing spreadsheet are included in that spreadsheet. Any cell marked in blue can be modified by the students. For more information on Role-Playing check on this:

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