More and more people are now involved in negotiations at all levels in workplaces around the world. Clear and accessible, this invaluable handbook provides sound guidelines for all individuals and group representatives engaged in negotiating with management or colleagues.

Using case studies to illustrate each stage, Larry Cairns offers practical advice on every aspect of the negotiating process, from basic concepts through to closing and editing the deal, including; Planning and preparing for negotiations,resolving intra-group conflict, across-the-table negotiations, power and attitude in negotiations, negotiators and the law, implementing the deal.

About the Author
Larry Cairns is a senior member of the Scottish Trades Union Congress. He has been a shop steward at Rolls-Royce and has had over 30 years experience of negotiating with companies of all sizes at local and national levels.

Reviews
'A useful tool for trade unionists at all levels ... I'll be expecting to see some well-thumbed copies in branch offices over the next few years' -- Geoff Martin (Senior London Organiser, UNISON), Tribune



Book Information
ISBN 9780745310121
Author Larry Cairns
Format Paperback
Page Count 184
Imprint Pluto Press
Publisher Pluto Press
Weight(grams) 244g