JMGT_V4_N2_CS1 Franklin Ramsoomair Simon Desjardins Journal on Management 2230 – 715X 4 2 85 87 Dilemma, Bargaining, First Negotiation Alan Larkin stared at the phone in disbelief. Before he picked up, he had assumed that there would be good news from Kevin Daniels, the union head, telling him that the latest contract offer would either be endorsed, or that there were at least very close to a deal. Instead, he was told that the union felt that they could do better, and to call him when he had prepared an, “offer that would not be an insult to the membership.” Larkin sat back to determine his next steps. He wondered, “What did I miss? How could I have been so completely wrong, and now what do I do? I thought I had the best information possible, yet we were so far off. How? September - November 2009 Copyright © 2009 i-manager publications. All rights reserved. i-manager Publications http://www.imanagerpublications.com/Article.aspx?ArticleId=1065