Case Studies
Labor Management Negotiation
International Airline in Asia
Due to an industry crisis, headquarters decided to freeze salaries. But the union was demanding a significant increase, making the usually tough labor negotiations even tougher. We introduced the Value Negotiation approach to the country director and his team and assisted in planning all interactions with the union, meeting by meeting, leading to an improved sense of interdependence between the parties, and more collaborative and efficient communication. The new Collective Bargaining Agreement avoided a strike while bringing cost savings and risk mitigation that would not have been possible in the “old ways.”