Week 4
PART A
Prepare: The Leckenby Company (HBS 186-141)
You will assume the role of either Arnold or Kunzler in negotiating the wage in a union-management negotiation. Pairings and roles will be distributed at the beginning of class today, thus you should be prepared to assume either role.
Please complete the web survey before class: http://faculty.chicagobooth.edu/George.Wu/survey/neg4.html
Read: Negotiating on Thin Ice: The 2004–2005 NHL Dispute (A) (HBS 906-038)
The case details the 2004-2005 National Hockey League dispute between hockey players, represented by the National Hockey League Players’ Association (NHLPA), and team owners, represented by the National Hockey League (NHL).
Questions:
- Who are the key parties involved? What are the issues at stake? What were the initial positions of each of the key parties? What were the underlying interests of the parties? What were the BATNAs of each party?
- Why are the parties having such a hard deal striking a deal?
- What would you do next if you were negotiating on behalf of the NHL? What would you do next if you were negotiating on behalf of the NHLPA?