Key Concepts in Human Resources Management is an essential guide to the theories and issues that define the field - from the critical debates to the more practical considerations that every student should be aware of.52 short entries will serve to orientate the student round the need-to-know essentials. Entries will include Employment Tribunals, Benefits, Corporate Social Responsibility, Discipline and Grievance, Control, Employee relations, Incentive schemes, Motivation, Organizational culture, Strategic HRM, Victimisation.A range of relevant HR applications will be given for each term.A selection of recommended readings are suggested for each entry.

Negotiation

Negotiation

Negotiation broadly reflects a process of difference reduction through the forming of agreements between individuals and groups who have mutually dependent needs and desires. A more formal definition of negotiation envisages it as a process by which one party obtains what they want from another party who wants something in return.

In an organisational context negotiation is most apparent in the employee relations field or when commercial contracts are being arranged. However, negotiation has a much broader significance in organisational activity. For example, one manager may seek to influence, persuade, or gain agreement from other managers for a particular course of action and in doing so will engage in a form of negotiation. Another example might involve a boss and subordinate agreeing priorities of a ...

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