When impasse looms, bring them back from the brink

The end of Hostess Brands shows what can happen when one side gives up.

By on

Article Excerpt

On November 20 of last year, Hostess Brands announced that it had failed to reach agreement with its second-biggest union and, as a result, was permanently shutting down its operations.

The news was met with dismay by baby boomers and others who had grown up with the 80-year-old company’s shelf-stable confections. But consumers had been passing

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

IN THIS ISSUE
WHAT’S NEW

Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit www.executive.pon.harvard.edu to find out more about “Negotiation and Leadership: Dealing with Difficult People and Problems” and our one-day Author Sessions, including “The Odd Couple: Capturing the Power of Reason and Emotions in Your Negotiations.”

Download the Negotiation Special Report, “BATNA Basics: Boost Your Power at the Bargaining Table,” by visiting www.pon.harvard.edu/free-reports

IN FUTURE ISSUES

When the table gets too crowded

Dealing with an uninformed counterpart