The Professional Approach to Collective Bargaining

Abstract

Collective bargaining depends upon particular skills at different stages for its successful outcome. Identification of these skills and an ability to use them accurately is essential for today's manager. Equally important is the ability to recognise the different stages of the bargaining process and correctly to interpret the behaviour of the other side during those stages.

Citation

Cousins, J.Y. and McCall, J.B. (1986), "The Professional Approach to Collective Bargaining", Management Decision, Vol. 24 No. 6, pp. 41-44. https://doi.org/10.1108/eb001424