Read “Bargaining Strategy in Major League Baseball” case study in Lewicki et. al, Negotiation (pp. 662-671), Case 4. You will apply the assigned reading from
this module (and previous readings from the course) to the MLB negotiation. Write a 400-500 word paper addressing the following:
Who has the power in this case? Explain.
What leverage or tactic did the union have at its disposal in the 2006 contract negotiations?
Should Donald Fehr take a “hard line” in negotiations? Or should he be conciliatory toward the owners in light of either tough or conciliatory bargaining
stances by the owners?
Sample Solution