The document summarizes the bankruptcy of Hostess Brands, a company known for Twinkies, Wonder Bread, and other snacks. It discusses Hostess' declining revenue, debt, and pension obligations. The company struggled with union negotiations over worker pay and benefits, which led to strikes. Unable to cover costs, Hostess filed for bankruptcy in 2012. The document recommends an integrative negotiation approach focused on mutual understanding and gain instead of positions to avoid similar failures in communication and outcomes.

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

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Http://dealbook.nytimes.com
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from Gallup Business Journal Website: http://businesjournal.gallup.com
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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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