ZOPA and BATNA

For this assignment, you will develop four questions that could be asked of the union during an upcoming negotiation session. This information should be helpful in crafting an integrative bargaining proposalthat is, a win-win situation that increases the likelihood of reaching a mutually beneficial outcome. In other words, it meets, as best as possible, the extrinsic and intrinsic interests of both parties. As you work on this assignment, consider the zone of possible agreement (ZOPA) and the best alternative to a negotiated agreement (BATNA) for the negotiating parties.

Specifically, you should keep these rubric criteria in mind:

1. Examples of the Four Types of Questions: Provide examples of the four types of questions to help determine the ZOPA and BATNA positions of the union. They should cover open-ended, closed, alternative, and leading questions, as defined below.
2. Open-ended or Socratic questions begin with who, what, when, where, how, or why. Example: Why arent you taking some time off?
3. Closed questions can be answered with yes or no. Example: Are you ready to begin?
4. Alternative questions offer the listener a choice with a few options. Example: Do you want to start the meeting at 3:00 or 4:00?
5. Leading questions are aimed at soliciting a particular point of view. Example: The new vacation policy is very fair, dont you think?
6. Legal Limits: Provide questions that are within acceptable legal limits and in compliance with federal and state laws. It is important to facilitate the negotiation without creating any violations in union negotiations as defined by the National Labor Relations Board (NLRB).
7. Value of Each Type of Question: Provide an explanation of the value of each type of question and whether it will advance an integrative bargaining position.
8. Impact of Each Question: Explain the possible impact of each question, how it would be perceived during the negotiation session, and how it will advance an integrative bargaining solution. In other words, will the questions seem manipulative, fair, or biased? Support your explanations with examples.