January 2026
Intermediate to advanced
776 pages
29h 22m
English
book
Armstrong's Handbook of Human Resource Management Practice, 17th Edition
by Michael Armstrong, Stephen Taylor
Content preview from Armstrong's Handbook of Human Resource Management Practice, 17th Edition
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80 Negotiating skills
Chapter objectives
The aim of this chapter is to describe the skills required by HR professionals when negotiating with trade unions. It is set out under the following headings:
The nature of negotiating
The process of negotiation
Stages of negotiation
Negotiating and bargaining skills
The nature of negotiating
Negotiating is the process in which two parties such as management and a trade union get together with the aim of getting the best deal possible for their business or their members. It involves bargaining, which is reaching the most advantageous position in discussion with another party by means of offers and counter-offers. And it requires considerable skill.
Negotiations usually involve a conflict of interest. ...
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