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ERIC Number: ED221939
Record Type: RIE
Publication Date: 1981
Pages: 332
Abstractor: N/A
Reference Count: 0
ISBN: ISBN-0-9605018-1-9
Negotiations Strategies: A Reference Manual for Public Sector Labor Negotiations.
Neal, Richard G.
This guide contains practical, field-tested advice concerning the development of a suitable negotiating strategy for management's use in public sector collective bargaining. The author stresses that strategies are long-term plans of action and that this book does not consider bargaining tactics--the individual methods used to achieve the strategic objectives. The book consists of 20 "how to" sections covering the following topics: detecting and using trends in labor relations; developing a master strategy plan; dealing with different bargaining styles; managing human relations; overcoming major obstacles; avoiding common serious errors; managing the scope of negotiations; retaining management rights; evaluating demands; beginning the flow of agreements; compromising; making bargaining work; making benefits work for the employer; breaking temporary deadlocks; countering union tactics; dealing with charges of unfair labor practices; closing negotiations; using power; handling public involvement; and coping with strikes and strike threats. A final section discusses 14 predictions regarding the future of public sector labor relations. (PGD)
Publications, Richard Neal Associates, Box 23, Manassas, VA 22110 ($25.00; quantity discounts).
Publication Type: Guides - Non-Classroom; Opinion Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers: Negotiation Processes; Negotiators
Note: For related documents, see ED 199 897 and EA 015 135-137.