A Handbook of Human Resource Management Practice

convince them that they must move, by stages if this is inevitable, from their present position to a position closer to what the ...

● Each side should normally be prepared to move from its original position. ● It is normal, although not inevitable, for the neg ...

Objectives The objectives in the form of a target settlement and initial and minimum/maximum offers and agreements will be condi ...

The stages to follow in moving from, in the union’s case, the opening claim to the final agreement, and in the employer’s case ...

● List the likely arguments or counter-arguments that the other party is likely to use. ● List the counter-arguments to the argu ...

● Rehearse the members of the team in their roles; they can be asked to repeat their points to other members and deal with respo ...

Closing When and how negotiators should close is a matter of judgement, and depends on an assessment of the strength of the othe ...

● empathy– the ability to put oneself in the other party’s shoes to understand not only what they are hoping to achieve but also ...

these can never replace the reality of sitting down with the other side and discussing claims and counter-offers, making points, ...

Employee voice The phrase ‘employee voice’ refers to the say employees have in matters of concern to them in their organization. ...

INVOLVEMENT AND PARTICIPATION Involvement means that management allows employees to discuss with it issues that affect them but ...

EXPRESSION OF EMPLOYEE VOICE The degree to which employees have a voice will vary considerably. At one end of the scale there is ...

FACTORS AFFECTING CHOICE Research carried out by Marchington et al (1992) identified a number of factors that influenced employe ...

● Attitude surveys– seeking the opinions of staff through questionnaires (discussed in more detail below). ● Suggestion schemes– ...

trained, and have all the information they require. Managers and team leaders should be kept in the picture, and as appropriate, ...

because they are more likely to be revealing, but they are expensive and time- consuming and not so easy to analyse. Discussions ...

SUGGESTION SCHEMES Suggestion schemes can provide a valuable means for employees to participate in improving the efficiency of t ...

PLANNING FOR VOICE The forms of voice appropriate for an organization depend upon the values and atti- tudes of management, and ...

Communications Organizations function by means of the collective action of people, yet each indi- vidual is capable of taking in ...

But the extent to which good communications create satisfactory relationships rather than simply reducing unsatisfactory ones, c ...