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HR IIB (Labour Relations) Chpt.7 - Negotiation
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Types of bargaining, negotiation tactics and the process.
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Human Resources Management IIB by ProfessorBurgerQueenNegotiation
- The central process of collective bargaining and dispute resolution
- The process whereby parties with differing wants and objectives reach a mutually
agreed outcome based on compromise
- What takes place when two parties have different views as to the desired outcome,
but neither party has the right or the ability to make a unilateral decision and enforce
the outcome on another
- Types of bargaining:
- Distributive bargaining : win-lose interaction
- Integrative bargaining : try to achieve a win-win outcome
- Intra-organisational bargaining: all constituencies present
- Attitudinal structuring, and building relationships: Understanding the
attitude of the opponent
Internal factors that have an impact on negotiations
- Bargaining power: depends on the ability to obtain concessions or shifts in position
from that of the other party
- Legitimate power: directly linked to the position the person holds in the organisation
- Referent power: the negotiators ability to influence others positively through strength
of personality
- Expert power: Derived from one’s personal knowledge of a particular area
- Coercive power: Ability to threaten someone into yielding to one’s demands
- Reward power: Stems from a person’s ability to provide reward for a desired
outcome
External factors that have an impact on negotiations
- Economic climate: Inflation, growth rate, microeconomic policies affect negotiations
- Political conditions: political climate which influences government’s labour policy
- Technology: Can make jobs redundant but also presents an opportunity to become
more flexible & productive
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