Respond to a bad-faith accusation at the bargaining table with interests, standards, and next steps.
Denise DU Union chair 1 Accusation 2 Options Conversation 0:20 De-escalate a Bargaining Table Accusation After management rejects a premium-pay proposal, the union chair says, "You never intended to settle." The CFO starts to answer, "That is ridiculous." A single sentence can become the exhibit. Framework Harvard Program on Negotiation BATNA discipline Interest-based bargaining does not mean abandoning positions. It means translating accusations into interests, standards, and options. In labor relations, that also protects the bargaining record: you show engagement, ask for the underlying concern, and connect any counterproposal to objective constraints. The BATNA lens stays internal; the table language…
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