...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...

..., a minimum or resistance point and an objective or target point (see, for example, [ 8 , 9 ]). The difference between these two points gives the negotiator room to move and the relationship between the resistance and target points of the two sides sets the scope of the bargain...

...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...