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ERIC Number: EJ919370
Record Type: Journal
Publication Date: 2009-Nov
Pages: 2
Abstractor: ERIC
ISSN: ISSN-0036-651X
From Stalled to Successful: The Art of Negotiating
Dolph, David A.
School Business Affairs, v75 n10 p18, 20 Nov 2009
In times of limited resources, the likelihood of difficult negotiations between labor and management may increase even in the best of school districts. The negotiation process can range from traditional to positional to competitive to a more collaborative and cooperative interest-based approach. The most productive approach is a matter of debate and can vary from district to district. Regardless of the negotiation model used, bargaining can break down because of poor relations between parties, a lack of understanding of each other's needs, and a variety of other reasons. When breakdowns occur, it is difficult for either side to achieve its desired goals. In addition, hostile negotiations can contribute to a negative work environment and tarnish the reputation of the district. What can the negotiating parties do to get back on track and move toward a reasonable solution when things go wrong? By exercising prudent leadership and considering the three strategies offered in this article, school business officials may be able to turn stalled negotiations into positive outcomes.
Association of School Business Officials International (ASBO). 11401 North Shore Drive, Reston, VA 20190. Tel: 866-682-2729; Fax: 703-478-0205; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Descriptive
Education Level: Elementary Secondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A