haku: @indexterm CONCILIATION / yhteensä: 24
viite: 4 / 24
| Tekijä: | Fells, R. |
| Otsikko: | Managing the process of negotiations |
| Lehti: | Management Decision
1989 : VOL. 27:4, p. 129-134 |
| Asiasana: | CONCILIATION INDUSTRIAL RELATIONS MANAGEMENT NEGOTIATION TRADE UNIONS |
| Kieli: | eng |
| Tiivistelmä: | A model of the negotiation process in the industrial relations context is presented which indicates specific negotiating behaviours. It is argued that there are five phases of activity which negotiations move through and three deadlocks that might emerge. These are described, but the point is made that there is nothing in the dynamics of the negotiation process which guarantees that the parties will parallel their movement through the phases, and that the parties have to co-ordinate their activities to move through to a settlement. The implications for negotiators are as follows: 1. emphasize the differences; 2. develop a leadership role; 3. handle new solutions with care; 4. recognize the other part's own difficulties. |
SCIMA