Negotiations

BOOKS:
-Negotiation, 9th Edition 2024 ISBN10: 126560875X | By Roy Lewicki, David Saunders and Bruce Barry
-Negotiation: Readings, Exercises, and Cases, 7th Edition 2015 ISBN 10: 0077862422 | By Roy Lewicki, Bruce Barry and David Saunders

Outcomes and Assignments:
Week 3 Readings.
Negotiation (9e):
Chapter 5 &
Chapter 6
Assignment.
Second Case (#3 Magic Carpet Airlines) This case describes the bargaining process from the perspective of the League of Flight Attendants (LFA) union negotiators, as they sought their second contract against Magic Carpet Airlines (MCA). It describes the steps the negotiating team members followed as they identified their bargaining objectives and pursued them through collective bargaining. Because of the confidential nature of the bargaining process, all names, dates, conversations, financial data, and figures used in this case are disguised. However, the survey data are real.

1. What concepts/aspects from week 3 readings or previous weeks’ readings(ch.1-4) apply to the Case?
2. What did the union do to prepare for negotiations? What additional sources of information might it have used?
3. What were the union’s primary objectives?
4. What were the union’s strategies? Were they reasonable?
   The Questions for your Case review are only focused on Part A of the Magic Carpet Airlines Case. I will also share Parts B-D (optional to read) in case you would like to read further on what happens in the case.