Bargaining Strategy — Myth or Reality? Available to Purchase

An investigation into the skills used by 82 personnel and industrial relations managers, particularly in negotiations, shows that some of the theoretical and prescriptive ideas that exist on negotiating need to be revised. The notion of rational, calculated negotiating strategy on the part of management needs to be challenged. Management have a fairly clear idea of settlement terms derived from an informal network which is likely to ensure fairly similar terms of settlement. It is essential to emphasise that according to respondents the union side usually loses and settles on average 1–2 per cent below the rate management will accept. In connection with this shop stewards are not seen as good negotiators. The theoretical assumptions which underpin the prescriptive literature on negotiations are examined.