ABSTRACT

This chapter discusses a case study of Urban Distillers, who has acquired AquaScot and wishes to institute changes. The case study is used for negotiation training. Urban Distillers has acquired AquaScot and wishes to institute changes aimed at creating a more professional managerial grade for when the firm is integrated into its global drinks business as a modern high-speed bottling facility. The modernization programme will be undertaken in two phases: introduce new computer-aided routing systems for the linking of production to distribution; and create the high-speed bottling facility. The new managing director has issued a briefing memo outlining some of the broad principles which should be considered by those preparing for negotiations with the supervisors' representatives. Negotiation is the management of movement. From the case study participants can learn that principle by deadlocking and getting nowhere, or from signalling and making constructive proposals that address their own and some of the other party's interests.