Communication and Negotiation Skills: Analysis of the PATCO Case

This case study examines the communication and negotiation skills employed by the Professional Air Traffic Controllers Organization (PATCO) union and the Federal Aviation Authority (FAA). It delves into the ethical dimensions of the negotiation tactics used by both parties, including the union's decision to strike and the government's response. The analysis identifies reasons for the negotiation breakdown, such as the unwillingness of both parties to compromise and ineffective communication strategies. The study further suggests improvements for future negotiations, emphasizing the importance of effective communication, conflict resolution, and ethical considerations. The conclusion underscores the significance of these elements in achieving successful negotiations and reaching mutually beneficial agreements. Desklib provides access to similar case studies and solved assignments for students.

Running head: COMMUNICATION AND NEGOTIATION SKILLS
Communication and Negotiation Skills
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Table of Contents
Introduction................................................................................................................................2
Ethical Negotiation Tactics........................................................................................................2
Government’s Response.............................................................................................................3
Negotiation Breakdown.............................................................................................................4
Effective negotiation..................................................................................................................5
References..................................................................................................................................7

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Introduction
The process of negotiation is one of the most commonly used ones in the present day
and it is seen that not only the diplomas and the business organizations but almost all the
individuals take the help of this particular process to resolve the issues that are important to
them (Ting‐Toomey 2017). In order words, the process of negotiation enables the individuals
to reach a common consensus wherein all the individuals involved in the process can agree to
(Goldberg et al. 2014). However, at the same time it is significant to note that the process of
negotiation requires the various individuals to first propose an initial proposition before all
the entities who are involved in the process and then through the help of discussions try to
reach a consensus by means of modifications in the initial proposition (Heckscher and
Thuderoz 2015). Furthermore, the process of effective communication also plays a significant
role in this particular process and to a large extent determines the success or the failure of the
concerned process (Rojot 2016). This paper will discuss about the process of negotiation and
its various aspects through the case study of Professional Air Traffic Controllers Organization
union (PATCO) and Federal Aviation Authority (FAA).
Ethical Negotiation Tactics
Webb, Rossignac-Milon and Higgins (2017) are of the viewpoint that the concept of
ethics should underpin the various negotiation processes and it is a reflection of this particular
fact that the concept of ethical negotiation tactics has gained prominence in the present times.
In the case study under discussion the negotiation process which was used by the concerned
organization for the process of negotiation with the representative of the employees and thus
in directly with the employees was an unethical one. At the same time it needs to be said that
the process of negotiation which was used by the union and its representative was also an
unethical one. For example, instead of following the normal standard process of negotiation

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the concerned union tried to put more pressure on the organization by undertaking the process
of strike and thereby hampering the normal business process of the concerned organization. It
is significant to note that the union did place an initial proposal before the organization
however it was not accepted by them. Furthermore, at the same time it was also seen that
although the organization was not willing to accept the demands made by the union and its
members yet it was willing to carry on the discussion with the union and its representative.
However, the union and its representative instead of modifying the initial proposal that it has
provided to the organization and trying to reach a consensus with the organization resorted to
the use of the unethical practice of strike for the purpose of putting pressure on the concerned
organization by putting a stop on the work of the concerned organization. This action on the
part of the union as well as the various employees of the organization was not only wrong but
at the same unethical as well. The union should have followed the standard mechanism of
negotiation and tried to reach a consensus with the organization in the normal manner rather
than putting pressure on the concerned organization in an unethical manner by putting a stop
on the productivity on the concerned organization.
Government’s Response
The negotiation process followed by the union as well as the organization itself was
unethical because of obvious reasons. However, the role by the Professional Air Traffic
Controllers Organization union (PATCO) in the case at the same time cannot be deemed to
be completely ethical. In addition to these the national government of the nation showed very
little interest in the matter and it is significant to note no prominent action was taken by the
government in any capacity. Furthermore, in a way it can be said that the national
government of the nation completely supported the concerned organization since after the
strike was declared to be illegal the national government of the nation declared that the

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employees who were involved in the process of strike would not be given any kind of
employment in the nation in future times. There was a strict contract between the Federal
Aviation Authority (FAA) and the employees or the union for that matter that there should
not be any strikes conducted by the employees. Furthermore, it was not until the year 1993
that the individuals involved in the case were re-hired. Apart from these it was also seen that
the majority of these individuals including the representative of the union Poli was put behind
the bars for revolting against the organization. Thus, it can be said that although the
standpoint that the national government of the USA made was a very valid one yet the
process adopted by them for the resolution was not a very ethical one. The government
should have taken some active initiatives as well as adopted a neutral standpoint towards both
the sides. This could have helped in the process of negotiation in a significant manner and
helped in the attainment of a consensus.
Negotiation Breakdown
The negotiation process in the case study broke down because of various reasons like
ineffective techniques followed, the unwillingness of both the parties to reach a consensus
and others. Furthermore, it can be said that both the parties were at fault in the negotiation
process since it was seen that both the parties were very adamant about the initial proposition
that was placed before them and neither of them were willing to accept to the changes that the
other entity has made in the initial proposition (Wallensteen 2015). Moreover, the decision of
the union and also the employees to go strike although it was strictly against the stipulations
of the concerned organization and thereby put more pressure on the organization by holding
the productivity of the organization was not only a wrong one but at the same time a very
unethical one. In addition to these, the inability of both the parties involved in the process of
negotiation to reach a consensus also hampered the negotiation process in a significant

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manner (Acheson 2016). One of the most basic requirements of the process of effective
negotiation process is the fact that all the parties involved in the process of negotiation should
not only be willing to modify or change the initial proposition which has been placed at the
very beginning of the negotiation but at the same time be willing to reach a consensus and
accept the outcome (Mircică 2014). However, the case study reveal that although the parties
involved in the process were willing to conduct the regular meetings but none of them were
willing to accept the modified proposal. Furthermore, the communication process used in the
case was not a standard one and thus led to the failure of the process (Singer 2018). These in
short are some of the main reasons which lead to the breakdown of the negotiation process
under discussion.
Effective negotiation
There are various things that both the PACTO as well as the government authorities
should have done that could have improved the process of negotiation in a significant
manner. For example, the use of the process of effective communication could have
improved the process in a significant manner. The effective use of this particular process
would have not only enabled both the parties to place their viewpoints in a much better
manner but at the same time would have helped both the parties to reach a consensus
(Geirhofer et al. 2017). This would have simplified things for both the parties involved in the
process and things would not have to take an ugly turn like the way it did in the case under
discussion here. The use of conflict resolution is another factor that could have enabled both
the parties to conduct the process of negotiation in a much better and at the same time to
reach a consensus (Rojot 2016). This process would have helped the concerned parties to
resolve the conflict or the issues that they faced in a much better manner. In addition to these,
the use of ethics would also have helped the process of negotiation in a much better manner

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(Rojot 2016). A critical analysis of the situation would show that the processes followed by
both the parties were unethical ones and the effective use of the concept of ethics would have
helped in the process of negotiation in a significant manner. Thus, both the PATCO and the
government could have taken the help of these tactics for the process of facilitating the
negotiation.
Conclusion
To conclude, the concept of negotiation is a widely used one and is commonly used to
reach a consensus or a mutual agreement among all the individuals who are involved in the
process of negotiation. Furthermore, the process of negotiation requires active initiatives on
both the sides and the use of effective communication, conflict resolution theories and others
can greatly helped in the process of negotiation. However, in the case study under discussion
it becomes apparent that none of the parties involved in the process of negotiation followed
the standard process and this is one of the main reasons for the failure of the process.

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References
Acheson, D., 2016. 6 Negotiation dynamics. International Negotiation: Process and
Strategies, p.107.
Goldberg, S.B., Sander, F.E., Rogers, N.H. and Cole, S.R., 2014. Dispute resolution:
Negotiation, mediation and other processes. Wolters Kluwer Law & Business.
Heckscher, C. and Thuderoz, C., 2015. There is another type of negotiation: when parties
attempt to collectively envisage an objective that they wish to achieve together. Négociations,
(1), pp.23-28.
Mircică, N., 2014. Constructive communication in effective negotiation. Analysis and
Metaphysics, 13, pp.64-72.
Rojot, J., 2016. Negotiation: from theory to practice. Springer.
Singer, L., 2018. Settling disputes: Conflict resolution in business, families, and the legal
system. Routledge.
Ting‐Toomey, S., 2017. Identity negotiation theory. The International Encyclopedia of
Intercultural Communication, pp.1-6.
Wallensteen, P., 2015. Understanding conflict resolution. Sage.
Webb, C.E., Rossignac-Milon, M. and Higgins, E.T., 2017. Stepping forward together: Could
walking facilitate interpersonal conflict resolution?. American Psychologist, 72(4), p.374.