Title | Implementing a Mutual Gains Approach to Collective Bargaining |
Publication Type | Journal Article |
Year of Publication | 1991 |
Authors | Susskind, L, Landry, E |
Journal | Negotiation Journal |
Volume | 7 |
Issue | 1 |
Abstract | Despite the ever-growing literature on the subject, collaborative negotiation techniques are still regarded with suspicion--or simply remain untried--in most traditional collective bargaining situations. In the United States and many other western nations, the rules of the game in labor management negotiations are as well established and predictable as a minuet: present a set of demands far in excess of what you actually want, then bargain down item-by-item; never share information with the other side; threaten job actions, walkouts, and strikes; "poor mouth" the other side and threaten layoffs; etc. |
DOI | 10.1111/j.1571-9979.1991.tb00597.x |
Implementing a Mutual Gains Approach to Collective Bargaining
Submitted by takeok@mit.edu on