APPLYING NEGOTIATING THEORY TO REAL-LIFE BARGAINING SITUATIONS ON THE MUNICIPAL LEVEL

JOSEPH F. BYRNES

---

DOI: 10.2190/HRC8-KGFV-PXJB-Y8QX

Abstract

Negotiating theory is explored and applied to two collective bargaining situations in a Massachusetts town. The writer, as a participant - observer, found the interpersonal principles of negotiating theory quite useful. However, the more rational, problem-solving aspects of the theory were not as easily applied. Finally, the negotiating habits of the union spokesmen and the pressures of time and more militant constituents were identified as the factors responsible for the differences between theory and practice.

---

This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.0 United States License.