1. Presented By: Joseph Vaflor
Michael Mulinix

2.  Public traded company
 First headquartered in Kansas City, Missouri
 Moved its headquarters to Irvine, Texas
 Hostess brands, Twinkies, Wonder Bread, and various
cakes.
 Started as a family
owned business.

3.  Declining revenue
 Debt
 Pension and Employee Benefits
 Unions ignorance in shifting market.
 Consumers desiring healthier alternatives.
 Negotiation break downs (impasse)

4.  Unable to cover expenditures
 Unions not willing to negotiate
 Worker pay and benefits
 Strikes
 Declining revenue

5. Continued
 Lay-offs
 Bankruptcy
 Courts
 Communication failures

6.  Avoid us verse them
 Win – Win
 Integrative Negotiation
 Collaboration
 Focus on commonalties rather than differences.
 Attempt to address needs and interests, not positions.
 Commit to meeting the needs of all involved parties.
 Exchange information and ideas.
 Invent options for mutual gain.

7. Continued:
Four steps
• Identify and define the problem.
• Understand the problem and bring out the needs and
interest.
• Generate alternative solutions to problems.
• Evaluate those problems and select among them.

8. Continued:
Communication:
Find the right time and place to communicate, remove
any distraction, be organized on what is be said, be
clear, stay on topic, and listen to whom you are
communicating.

9. Affective Communication
1. Listening
2. Processing
3. Organizing
4. Responding

10. Win – Win

12.  Hostess Brands to Wind Down Company After BCTGM Union Strike Cripples Operations. (2012,
November 16). Retrieved July 20, 2013, from WebCite Website: http://www.webcitation.org
 Choi, C., & Murphy, T. (2012, November 16). Hostess Brands Liquidation: Twinkie-Maker Seeks Court
Permission To Liquidate. Retrieved July 20, 2013, from Huff Post Buisness Website:
http://www.huffingtonpost.com
 Gebb, A. (2012, July 4). Thirteen jobs at risk at Yuba City Hostess Outlet. Retrieved July 19, 2013, from
Appealdemocrat.com Website: http://www.appeal-democrat.com
 Greehouse, S., & Merced, M. J. (2012, November 19). At Judge's Urging, Hostess and Union Agree to
Mediation. Retrieved August 10, 2013, from Deal Book: The New York Times:
Http://dealbook.nytimes.com
 Koshman, J. (2012, March 9). Hostess CEO resigns, fueling speculation of baker's liquidation . Retrieved
July 19, 2013, from New Yost Post Website: http://www.nypost.com
 Tschida, T. J. (2006, March 9). Unions and Management: A Blissful Marriage? Retrieved August 10, 2013,
from Gallup Business Journal Website: http://businesjournal.gallup.com
 Kim, J. T. (2012, Nov 21). www.abcnews.go.com.
 Retrieved July 23, 2013, from Money: http://abcnews.go.com/Business/hostess-bankruptcy-judge-
moves-forward-liquidation-process/story?id=17775866
 Kelly, M. (2016, Nov 16). Workers and management cause demise of Hostess.
 Retrieved Aug 19, 2013, from www.globalpost.com:
http://www.globalpost.com/dispatch/news/business/companies/121116/hostess-bankruptcy-twinkies
 Lewicki, R. J. (20120). Negotiation w/Casebook, 6th Edition. In Negotiation w/Casebook, 6th Edition.
MCgraw-Hill Learning Solution.
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