A practical 'how to' book for managers and employee
representatives. The book identifies a range of skills and
techniques and uses 16 short case studies to illustrate the points
made based on the author's 30 year experience of employment
relations. It gives a step-by-step guide to a negotiation using
traditional collective bargaining. Areas covered include
preparation for the negotiation, questioning techniques, dealing
with aggression, how to identify and respond to 'dirty tricks' used
by negotiators, how to negotiate when faced with a collective
dispute, and a review of new methods of Alternative Dispute
Resolution (ADR). In addition, an appendix contains a simple
self-assessment tool for negotiators.
General
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