Managing the Process of Negotiation
A model of the negotiation process in the industrial relations context is presented which indicates specific negotiating behaviours. It is argued that there are five phases of activity which negotiations move through and three deadlocks that might emerge. These are described, but the point is made that there is nothing in the dynamics of the negotiation process which guarantees that the parties will parallel their movement through the phases, and that the parties have to co‐ordinate their activities to move through to a settlement.
NEGOTIATION: AN ESSENTIAL MANAGEMENT SKILL
We are negotiating all the time: with customers, suppliers, trade unions, our family ‐ indeed, all with whom we come into contact. In business, in particular, negotiation needs management. There are said to be eight stages in negotiation: prepare, argue, signal, propose, present the package, bargain, close and agree. At the proposal stage one must be clear about what one must achieve, what one intends to achieve, and what one would like to achieve. The approach to constructive and competitive negotiation, the role of consultation, how to cope with deadlock and conflict, cross‐cultural negotiation, and the art of compromise are reviewed. The development and use of teams in negotiation is also an important factor, needing careful assessment. Negotiation will nearly always involve conflict, but steps must be taken to ensure that the participants remain on friendly terms.
Movement toward a predominantly electronic journal collection
Purpose – To address the UNLV Libraries movement toward a predominantly electronic journal collection including evaluation of library collection and reevaluation of organizational structure, staff resources and workflow to find the best ways to provide library users with timely and reliable access to electronic resources.Design/methodology/approach – A range of UNLV Libraries initiatives in building and managing electronic resources is described to demonstrate how the library moved from a predominantly print environment to a predominantly electronic environment. The paper consists of sections: development of the electronic resources collection, reengineering acquisitions/periodicals, new responsibilities and new skills, next steps, and conclusion.Findings – Since 1999, the composition of the Libraries journal collection has been dramatically changed. The percentage of print‐only subscriptions decreased from 59 percent in 1990 to 20 percent in 2004, while electronic journals jumped from 35 percent to 75 pe...