NEGOTIATION

LABOUR RELATIONSsubject of much research

1. Adversarial / positional bargaining (UK)

a. Each side separately prepares issues, objectives & strategies

b. Opening meeting states initial positions, evaluate each other

c. Bargain by conceding less critical items

d. Close when a fairly acceptable compromise is reached

e. If can’t find a compromise, go to mediation, then arbitration

2. Interest-based collaborative bargaining (Ireland, Germany)

3. Power sharing (very rare, First attempted by cooperative movement)

Employees heavily engaged in strategic & operational decisions