Description
Book SynopsisProvides invaluable advice for anyone involved in work-place negotiations
Trade Review'A useful tool for trade unionists at all levels ... I'll be expecting to see some well-thumbed copies in branch offices over the next few years' -- Geoff Martin (Senior London Organiser, UNISON), Tribune
Table of ContentsIntroduction
1. What are Negotiations
2. Attitudes in Negotiation
3. Resolving Intra-Group Conflict
4. Power in Negotiations
5. Planning for Negotiations: The Negotiating Team; Are
we in a Negotiating Position?
6. Preparing for Negotiations: Setting Objectives - Reconciling Priorities
7. Across-the-Table Negotiations: Setting the Tone and Climate; The face-to-face Meeting; Presentation-Responses-Tactics; The Argument Stage - Achieving Fluidity; What is an Offer; Summarising; Adjournments; Deadlines
8. Closing Negotiations: The Predicament of Failure to agree
9. Editing, Ratifying and Implementing the Deal
10. Venues - Facilities - Time and Communications
11. Negotiators and the Law
12. Conclusions
Appendices
Acknowledgements
Further reading
Index
