“It is a very practical book aiming to describe various ways of negotiating…. The author's use of a conversational style makes for easy reading…. A useful and light book which serves as an introduction to the area.” --Counselling at Work “Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives.” --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental “costs,” popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Organizing Constituents for Representative Bargaining

Organizing Constituents for Representative Bargaining

Organizing constituents for representative bargaining

The Case of Dennis, the Discredited Bargainer

Dennis was never shy about expressing his opinion. Many of his coworkers would accept the workplace problems as a condition of employment, but Dennis would not. He made a point of telling his supervisor and demanding solutions. Fellow union members elected him steward in his department, which gave him official responsibility to take grievances and other problems to management. Dennis earned a reputation as a forceful advocate of the workers. Subsequently, he was elected union president and chairman of the union's contract negotiation team.

Dennis thoroughly prepared for negotiations and adopted a strong, aggressive posture in his quest for higher wages, better benefits, and improved working conditions. He expected the management ...

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