For this assessment, you will analyze strategies and tactics to use in negotiations. In this context, consider the 2023 Writers Guild of America strike, which had monthslong negotiations.
You have assumed the role of negotiator for Netflix, a key player in the Alliance of Motion Picture and Television Producers (AMPTP). You are engaged in talks with SAG-AFTRA, a labor union comprised of actors, recording artists, and other media professionals. Your task is to craft a comprehensive negotiation planning document for an upcoming negotiation session with union leaders. This document will serve as a guide for you and your team as you address the critical issues that have halted the industry for an extended period.
Read the articles from the University Library to learn more about the issues between the entities involved in the strike.
Develop a 3- to 4-page negotiation planning guide that will help you and others on the team navigate your upcoming discussion with SAG-AFTRA leaders.
Include the following elements in your negotiation planning guide:
Define the negotiating goal.
Identify the major issues in the negotiation related to achieving the goal.
Define the relative importance of each issue and define the bargaining mix.
Define the interests.
Define the alternatives (BANTAs).
Define your limits, including a resistance point.
Describe your understanding of the other party’s goals, issues, and resistance points. Identify the questions you must ask to learn more about these points.
Set your targets and opening bid.
Assess the social context of the negotiation.
Outline how you will present the issues to the other party; explain what to say and how to say it.
Remember that the context and process of the negotiation should be the focus so that you can reach an integrative agreement.
Identify concessions you anticipate needing to make during the negotiation process.
Justify the negotiation tactics and steps you develop in the planning document.
