Wear and Tear is a large manufacturer with about 250 employees. At the moment, they are in new contract negotiations with their union.

Wear and Tear is a large manufacturer with about 250 employees. At the moment, they are in new contract negotiations with their union. Cole, the firm’s labor relations specialist, is heading the negotiations for management. Natalie is labor’s representative. Cole doesn’t know if he likes working with Natalie. He was able to make her predecessor agree to his terms whenever they negotiated contracts. Natalie is tougher to deal with. She tends to emphasize what bad things can happen to Wear and Tear and to him if her point is not granted. Negotiations have been going on for several days. Cole tells Natalie that if they will accept wage concessions, the company will give employees stock to compensate for the loss in wages. Natalie declines that offer and is unwilling to negotiate further. She reminds him that the contract expires in two days and that the workers will strike of they don’t have a new contract by that time. Cole’s negotiating strategy with Natalie is most likely: I know thw wrong answer is a union acceptance strategy