Astra Precision Case - Labour Negotiation (A): Confidential Instructions for Karim Faizal

Published 24 Jun 2016
Reference 6131
Region Global
Summary

A multi-issue 1-on-1 collective bargaining agreement (CBA) negotiation between the Senior Manager of Labor Relations (Monika Schmidt) and the new head of the Astra Workers’ Federation (Karim Faizal). Astra Precision is the Indian subsidiary of a German auto company. Recently, when violence erupted over working conditions, Astra went into a lockout and lost $300 million.

Teaching objectives

• Building trust after conflict • Negotiating under limited budget • Managing the value creation process • Overcoming value creation enemies • Managing complexity and trades in multi-issue negotiation • Moving from positions to interests • Claiming value using legitimacy • Managing early commitment and overcoming impasses

Keywords
  • Labour-Management Negotiation
  • Complex negotiation
  • Automotive labour unions
  • X-cultural differences
  • Bargaining and Value claiming
  • Interests and value discovery
  • Conflict management and trust
  • Package deals, Options and value creation
  • Q41516