Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible.
-The labor group decides to make use of the "deadline" strategy to improve their leverage in the negotiations. The labor representative tells management that a deal needs to be made within twenty-four hours, or they're going on strike. Based on your understanding of bargaining tactics, is this approach likely to be successful?
A) No, because the trucking company's management team is likely to reject any threats.
B) Yes, because deadlines will make the management team reconsider their position.
C) Yes, but only if the deadline is set with a 24 hour time frame.
D) No, because deadlines don't work in negotiations, just in work structure.
E) No, because the consequences of the deadline are not an urgent concern for management.

Question

Quizplus · Accepted Answer

The "deadline" strategy can be successful in negotiations as it puts pressure on the other party to act quickly and seriously consider the proposed offer. In this case, the threat of a strike can be very costly for the trucking company, which may motivate the management team to reconsider their position and make a deal within the given timeframe.

Labor and Management at DJ Trucking Cannot Agree Upon a Contract