Air Transport World

Better bargaining.

Interest-based negotiating improves both the efficiency of the process and the quality of the outcome

The airline industry is entering a potentially hazardous period of labor contract negotiations. The need to find mutually agreeable solutions in a way that builds future relations between labor and management is an important consideration that should not- must not-get lost in the push to conclude a deal.

As ATW described the situation last month (2/99, p. 33), labor groups are looking for a payback from companies flush with profits, while airlines, remembering the rich contracts of the late 1980s that contributed to the impact of the recession, are justifiably cautious about opening the benefit spigot too wide. …

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