(TCO H) If the collective bargaining process is to besuccessful, it is important that both sides come prepared tobargain. This means that both management and labor must make plansand develop a strategy before they even look across the table atthe other party. It is often this preparation that determines towhat extent one side gets its way more than the other side. It isimpossible to walk into negotiations without knowing the costs thatare potentially involved in the new contract arrangement. Clearlythe union is well-prepared with their wish list and with as manyfacts and figures as they can find to bolster their position.Management does much the same thing to trade off items on thetable. (a) Select what you consider to be the key pre-negotiationpreparation steps that can be taken by the union. (b) Select whatyou consider to be the key pre-negotiation preparation steps thatcan be taken by management. (c) Compare and contrast the historicalelements that help us understand the current structure of theunion.
