Holdings Information

Bibliographic Record Display

• Title:Negotiation : the art of mutual gains bargaining / David J. Corry, Courtenay M. Mercier.
  
•    
• Author/Creator:Corry, David J., 1954-
  
• Other Contributors/Collections:Mercier, Courtenay, 1979-
  
• Published/Created:Aurora, ON : Canada Law Book, ©2010.
  

• Holdings

  Holdings Record Display

  • Location:LAW LIBRARY (level 3)Where is this?
    
  • Call Number: HD6971.5 .C674 2010
    
  • Number of Items:1
    
  • Status:Available
    

   
• Library of Congress Subjects:Collective bargaining--Canada.
  Negotiation in business--Canada.
  Labor unions--Law and legislation--Canada.
  Labor laws and legislation--Canada.
  Collective bargaining.
  Negotiation in business.
  
• Edition:2nd ed.
  
• Description:viii, 202 p. : ill ; 23 cm.
  
• Notes:Includes bibliographical references and index.
  
• ISBN:9780888044945 :
  
• Contents:1. Mutual Gains Bargaining
  Introduction
  Mutual Gains Bargaining
  2. Union-Management Relationship
  Attitudinal Relationship
  Legitimacy
  Trust
  Prevailing Attitude of Friendliness or Hostility
  Prevailing Attitude of Individualism or Co-operation
  Antecedent Determinants
  Personality of Key Leaders
  Union-Management Ideology
  External Factors
  Actual Bargaining Experiences
  Attitudinal Structuring Activities
  Newly Certified Bargaining Unit
  Ongoing Relations Between Management and the Union
  Historical Administration of the Collective Agreement
  Threat, Viability and Impact of Strike or Lock-Out
  Emergent Relationship Between Union and Management
  Conflict
  Containment/Aggression
  Accommodation
  Co-operation
  Collusion
  Functional Consequences
  Improving Union-Management Relations
  Summary
  3. Preparation for Collective Bargaining
  Introduction
  Value of Preparation
  Know Your Opponent
  External Data
  Internal Information and Data
  Input from Stakeholders
  Input from Union Stakeholders
  Identification and Formulation of Management Issues
  Identification and Formulation of Union Issues
  Stragetic Preparations
  Management Strategic Preparations
  Union Strategic Preparations
  Bargaining Team
  Management Bargaining Team
  Union Bargaining Team
  Characteristics of Effective Bargaining Team Personnel
  Collective Bargaining Database
  Checklists
  Management Checklist to Prepare for Collective Bargaining
  Union Checklist to Prepare for Collective Bargaining
  4. Negotiation
  Introduction
  Essential Prerequisites for Bargaining
  Three Phases of Collective Bargaining
  Phase I. Antagonistic Phase
  Phase II. Search Phase
  Phase III. Crisis Phase
  Experience and Personality of the Negotiators
  Inter-Party Bargaining
  Making the First Offer
  Responding to the First Offer
  What Should Your First Offer Be?
  Creating Value in Negotiation
  Investigative Negotiation
  Major Types of Bargaining
  Positional Bargaining
  General
  Initial Proposal Stage
  Conduct at the Bargaining Table
  Making Proposals and Counter-Proposals
  Positional Bargaining Strategies
  Gradual Commitment Strategy
  Early Firm Commitment Strategy
  Relevant Range Commitment Strategy
  Three Phases of Positional Bargaining
  Substantive Bias and Positional Bargaining Strategies
  Self-Serving Interpretations
  Mythical Fixed Pie
  Non-Rational Escalation of Commitment
  Over-Confidence
  Overlooking the Perspective of the Other Party
  Overweighting Vivid Information
  Overly Narrow Focus on Information Relevant to the Negotiation
  Avoiding Negotiation Breakdown
  Is Positional Bargaining Inevitable?
  Mutual Gains Bargaining Strategies
  Preparation for Mutual Gains Bargaining
  Overview of Mutual Gains Bargaining
  Pre-Negotiation Meeting
  Meetings
  Opening Statement
  Agreement as to Issues and Order of Bargaining
  Mutual Gains Bargaining Method
  Interests
  Separate People from the Problem
  Dealing with Irrationality
  Breakdown in Trust
  Dealing with Anger
  Invent Options for Mutual Gain
  Objective Criteria
  BATNA
  WATNA
  Negotiation Ju-Jitsu
  Taming the Hard Bargainer
  Money and Economic Issues
  Budget review procedures
  Creative search for solutions
  Mutual definitions and understandings in place
  Safeguard provisions have been created
  Results can be shown to be legitimate
  Constituents have been actively involved in the process
  Reaching Final Agreement
  Problems in Applying Mutual Gains Bargaining
  Reality of Mixed Bargaining
  Mediation Breakdown and Avoiding Deadlock
  Ratification.