Collective Bargaining and Behavior Based Negotiation

Believe it or not, even the academics are beginning to see that negotiation skills, processes and procedures have utility beyond conflict resolution, grievance arbitration and collective bargaining.

Two of them, Lane Tracy, college of business administration, Ohio State, and Richard B. Peterson, graduate school of business administration, University of Washington, recently con¬ducted an extensive survey study to determine 1) what conditions support the attempt to solve problems by means of negotiation and 2) what tactics and behaviors facilitate problem solving. Continue reading