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3 Cards in this Set

  • Front
  • Back

Negotiation

- Preparation



- Opening



- Bargaining: using rational debate



- Closing: agreement reached and formally agreed.

Unions

- Collective bargaining: Negotiations



- Avoidance Strategy: Refusing to recognise unions



- Gain sharing: Profit related pay and bonuses



- Labour management teams: Increase cooperation and improve worker participation


Conflict

Horizontal Conflict


- Uncertainty


- Size and Structure


- Task Interdependence


- Reward System



Vertical Conflict


- Power and Status (employees feel lowerless)


- Psychological distance (feel ignored)


- Scarce resources