...Peter Hamilton Examines the introduction of local pay bargaining in a National Health Service Trust. The focus of the article is the irritation experienced by a senior manager responsible for its implementation and operation. Rhetorically deconstructs the manager’s exasperation, highlighting...

... position, seven had only an objective and only seven entered the negotiation with neither an objective nor a minimum position. © MCB UP Limited 1996 Bargaining Individual behaviour Interaction Negotiating Strategy Most practitioners and writers on negotiation would agree...

...Janet Walsh Conventional wisdom is that decentralized bargaining, performance pay and individualized remuneration schemes enable managers to utilize human resources more effectively. Examines employers’ recent experiences of such arrangements by drawing on data on company pay policies. Argues...