Negotiating

Abstract

In this chapter we look at the practice of industrial relations negotiating. You will, if only through reading the newspapers, know something about this already. This chapter could, if you work through it carefully, make you a better negotiator. This is important because, although there are many subjects which management claims to be non-negotiable, there is an increasing number of topics which are being negotiated. Ten years ago management generally did not expect unions to be interested in a new sales campaign or pensions provisions. At present they are involved with pensions but not with the sales campaign. In ten years time, who knows?