Overview

More and more people are now involved in negotiations at all levels in workplaces around the world. Clear and accessible, this invaluable handbook provides sound guidelines for all individuals and group representatives engaged in negotiating with management or colleagues. Using case studies to illustrate each stage, Larry Cairns offers practical advice on every aspect of the negotiating process, from basic concepts through to closing and editing the deal, including; Planning and preparing for negotiations,resolving intra-group conflict, across-the-table negotiations, power and attitude in negotiations, negotiators and the law, implementing the deal.

Full Product Details

Author:   Larry Cairns
Publisher:   Pluto Press
Imprint:   Pluto Press
Dimensions:   Width: 13.50cm , Height: 1.50cm , Length: 21.50cm
Weight:   0.244kg
ISBN:  

9780745310121

ISBN 10:   0745310125
Pages:   184
Publication Date:   20 September 1996
Audience:   General/trade ,  Professional and scholarly ,  General ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Introduction 1. What are Negotiations 2. Attitudes in Negotiation 3. Resolving Intra-Group Conflict 4. Power in Negotiations 5. Planning for Negotiations: The Negotiating Team; Are we in a Negotiating Position? 6. Preparing for Negotiations: Setting Objectives - Reconciling Priorities 7. Across-the-Table Negotiations: Setting the Tone and Climate; The face-to-face Meeting; Presentation-Responses-Tactics; The Argument Stage - Achieving Fluidity; What is an Offer; Summarising; Adjournments; Deadlines 8. Closing Negotiations: The Predicament of Failure to agree 9. Editing, Ratifying and Implementing the Deal 10. Venues - Facilities - Time and Communications 11. Negotiators and the Law 12. Conclusions Appendices Acknowledgements Further reading Index

Reviews

'A useful tool for trade unionists at all levels ... I'll be expecting to see some well-thumbed copies in branch offices over the next few years' -- Geoff Martin (Senior London Organiser, UNISON), Tribune

Author Information

Larry Cairns is a senior member of the Scottish Trades Union Congress. He has been a shop steward at Rolls-Royce and has had over 30 years experience of negotiating with companies of all sizes at local and national levels.

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