First Citizen Bank Human Resource

First citizen bank is about to negotiate with the union on behalf of its contracted CSR staff. The CSR’s are asking for a 10% increase in salary, but the non-contracted CSR’s have been given 5% increase. The union has threatened strike action if the negotiations are not settled. Many of the CSR’s have been with the bank for over 5 years and are quite attached to being part of the bank staff.

You are part of the First Citizen Bank Human Resource;

1. Prepare for the negotiation by creating 4 points with each of the 3 categories of the assignment. explain how each point will be used as part of your negotiation approach.

2. Prepare 3 feasible BATNA’s and choose the one which is the strongest

3. What is your target point?

4. What is your reservation point?

5. Seek to create a positive ZOPA so that negotiations can take place.

6. List the key strategies your team will use to gain a win win negotiated outcome.