TKCC Union Contract Negotiation Role-Play: Bargaining for a Collective Agreement

Karen MacMillan

Product #:W45028

Supplier:Ivey

Discipline:Human Resource Management, Organizational Behaviour/Leadership

Setting:Canada, 2025

Details:Role-Play (PDF) • 4 pages • 2025-07-07

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This role-play exercise puts students in the role of either the union negotiating team or the management team determined to update a collective agreement. Starting with unique "wish lists," students will seek to find agreement on critical work factors including wages, hours of work, union representation, and job classifications. The exercise will challenge students not only to fight for what they want, but also to strive towards an implementable agreement that does not leave one side feeling shortchanged. The exercise can be run in person or virtually in an 80-minute session with no advance preparation done by students.

This is a Role-play case for experiential teaching and classroom engagement.

Learning Objectives

This exercise can be used in undergraduate or graduate-level courses in organizational behaviour, human resource management, or negotiation.

After completing the exercise, students will be able to do the following:

Identify and describe standard components of a collective agreement that may be negotiated in a contract (e.g., wages, hours of work, union representation, job classifications, etc.).
Demonstrate the ability to reach an agreement through a negotiation process with a party having opposing interests.
Evaluate key strategies to work towards an implementable collective agreement.

TKCC Union Contract Negotiation Role-Play: Bargaining for a Collective Agreement

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Learning Objectives