Negotiations in the workplace : overcoming the problem of asymmetry

FELLS, Ray and PROWSE, Peter (2016). Negotiations in the workplace : overcoming the problem of asymmetry. In: ELGOIBAR, Patricia, EUWEMA, Martin and MUNDUATE, Lourdes, (eds.) Building Trust and Constructive Conflict Management in Organizations. Industrial Relations & Conflict Management . Switzerland, Springer, 75-92.

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This book presents the most recent theoretical insights and practical intervention methods to (re)build trust between management and organized employees in organizations. Offering a multidisciplinary perspective on trust and conflict management in organizations, the book draws from diverse fields such as organizational psychology, business, law, industrial relations and sociology. It examines the often encountered breaches of trust between management and organized workers, and the resulting destructive social conflicts, social actions, strikes or dramatic business decisions. Its focus is on trust and conflict management at the organizational level in an industrial relations context: that of employee representatives and management. The book introduces a new theoretical approach: the Tree of Trust, designed to analyse and mediate the interconnected levels of trust and distrust in industrial relations. It presents case studies and practical recommendations to build trust and constructive conflict management in the organizations, and illustrates these by means of experiences from different countries around the globe.

Item Type: Book Section
Additional Information: Book Chapter `Fells, R. and Prowse, P. `Building Trust in Negotiations`. In Patricia Elgoibar, Martin Euwema and Lourdes Munduate (Ed) Springer. pp.75-92. ISSN 2199-4544 ISSN 2199-4552 (electronic)
Research Institute, Centre or Group: Sheffield Business School Research Institute > People, Work and Organisation
Departments: Sheffield Business School > Department of Management
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Depositing User: Peter Prowse
Date Deposited: 27 Sep 2016 11:15
Last Modified: 13 Jun 2017 13:40

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