Implementing a Mutual Gains Approach to Collective Bargaining

TitleImplementing a Mutual Gains Approach to Collective Bargaining
Publication TypeJournal Article
Year of Publication1991
AuthorsSusskind, L, Landry, E
JournalNegotiation Journal

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.