Explain how the process of labor negotiations is similar to a theatrical play.

Question

What will be an ideal response?

Answer 1

Labor negotiations is sometimes characterized as a play, with unions, management and the government starring in key roles while constituents and other parties act as the audience. The stage is the bargaining table and the media settings (e.g., press conferences). This characterization stems in part from the reality that negotiations involves playacting to meet the expectations of constituents and others who are watching events unfold. For example, union members expect that their negotiators will fight hard to protect their interests. Even in situations where it is impossible for the union to do that (e.g., concession bargaining), the union negotiators must depart the stage having convinced their audience that they did the best they could under the circumstances. Thus, table-pounding, raised voices, profanity, and the like may reflect what the actors think their audience wants to see more than what the actors are actually feeling. Experienced bargainers understand the need for playing to the audience and are not deterred from negotiating by what occurs in the public eye. In fact, experienced negotiators will understand that the true negotiations may occur offstage. That is the real negotiations may occur privately between lead negotiators who can step out of their respective roles and share information, make compromises, and explore alternatives necessary to reaching an agreement. This may happen even as they step back onto the stage to play their respective roles for the audience. The drama that plays out can make trust difficult and, where it's unclear what is for show and what is real, lead to misunderstandings that damage long-term relationships.