EXCELCENTRE LEARNING INSTITUTE 061 043 9805
PUSH
ING YOU TO THE GATE OF
EXCELLENCE
Education is the most powerful weapon which you can use to change the world
,EXCELCENTRE LEARNING INSTITUTE 061 043 9805
WARNING: PLEASE NOTE THAT PLAGIARISM IS A SERIOUS ACADEMIC
OFFENSE, therefore students must use this document ONLY as a guideline. Hence
students have regenerated their own (personalized) solutions paying particular
attention to module contents as prescribed by module facilitators, lecturers and
supervisors. This document’s purpose is to compact all sources of information that
might be relevant to students’ assignments, hence additional knowledge on the
provided information is not restricted by the authors. However, submitting this
document as one’s final work is considered unethical, and students should be
penalized. If this document is plagiarized by the users and fails, EXCELCENTRE
should not be rendered accountable since the contents in this document only give
learners a kick-start on what is expected of them from their areas of specialty.
CAUTION: STUDENTS ARE NOT MANDATED TO USE EVERY DETAIL IN THIS
DOCUMENT IN WRITING THEIR ASSIGNMENT
Education is the most powerful weapon which you can use to change the world
, EXCELCENTRE LEARNING INSTITUTE 061 043 9805
Table of Contents
CRITICAL APPRAISAL OF PREPARATION FOR NEGOTIATIONS BY
MANAGEMENT AND THE EMPLOYEE COLLECTIVE ............................................. 5
1. Introduction ............................................................................................................ 5
2. Understanding the "Employee Insatiate" Concept .................................................. 5
3. Preparation for Negotiations by Management ........................................................ 6
3.1 Establishing the Negotiating Mandate .................................................................. 6
3.2 Legal and Policy Preparation ............................................................................... 7
3.3 Gathering and Analysing Information ................................................................... 8
3.4 Identifying Interests Rather Than Only Positions.................................................. 9
3.5 Preparing the BATNA, WATNA and ZOPA ......................................................... 10
4. Preparation for Negotiations by the Employee Collective/Trade Unions .............. 10
4.1 Identifying and Prioritising Employee Interests ................................................... 11
4.2 Economic and Financial Research ..................................................................... 12
4.3 Developing a Negotiating Mandate .................................................................... 12
4.4 Preparing Alternatives and Trade-offs ................................................................ 13
4.5 Preparing for Industrial Action and Dispute Resolution ...................................... 13
5. Comparative Critical Appraisal ............................................................................. 14
7. DPME-Specific Considerations ............................................................................ 16
8. Recommendations ............................................................................................... 17
8.1 Establish a structured negotiation-preparation framework ................................. 17
Education is the most powerful weapon which you can use to change the world
PUSH
ING YOU TO THE GATE OF
EXCELLENCE
Education is the most powerful weapon which you can use to change the world
,EXCELCENTRE LEARNING INSTITUTE 061 043 9805
WARNING: PLEASE NOTE THAT PLAGIARISM IS A SERIOUS ACADEMIC
OFFENSE, therefore students must use this document ONLY as a guideline. Hence
students have regenerated their own (personalized) solutions paying particular
attention to module contents as prescribed by module facilitators, lecturers and
supervisors. This document’s purpose is to compact all sources of information that
might be relevant to students’ assignments, hence additional knowledge on the
provided information is not restricted by the authors. However, submitting this
document as one’s final work is considered unethical, and students should be
penalized. If this document is plagiarized by the users and fails, EXCELCENTRE
should not be rendered accountable since the contents in this document only give
learners a kick-start on what is expected of them from their areas of specialty.
CAUTION: STUDENTS ARE NOT MANDATED TO USE EVERY DETAIL IN THIS
DOCUMENT IN WRITING THEIR ASSIGNMENT
Education is the most powerful weapon which you can use to change the world
, EXCELCENTRE LEARNING INSTITUTE 061 043 9805
Table of Contents
CRITICAL APPRAISAL OF PREPARATION FOR NEGOTIATIONS BY
MANAGEMENT AND THE EMPLOYEE COLLECTIVE ............................................. 5
1. Introduction ............................................................................................................ 5
2. Understanding the "Employee Insatiate" Concept .................................................. 5
3. Preparation for Negotiations by Management ........................................................ 6
3.1 Establishing the Negotiating Mandate .................................................................. 6
3.2 Legal and Policy Preparation ............................................................................... 7
3.3 Gathering and Analysing Information ................................................................... 8
3.4 Identifying Interests Rather Than Only Positions.................................................. 9
3.5 Preparing the BATNA, WATNA and ZOPA ......................................................... 10
4. Preparation for Negotiations by the Employee Collective/Trade Unions .............. 10
4.1 Identifying and Prioritising Employee Interests ................................................... 11
4.2 Economic and Financial Research ..................................................................... 12
4.3 Developing a Negotiating Mandate .................................................................... 12
4.4 Preparing Alternatives and Trade-offs ................................................................ 13
4.5 Preparing for Industrial Action and Dispute Resolution ...................................... 13
5. Comparative Critical Appraisal ............................................................................. 14
7. DPME-Specific Considerations ............................................................................ 16
8. Recommendations ............................................................................................... 17
8.1 Establish a structured negotiation-preparation framework ................................. 17
Education is the most powerful weapon which you can use to change the world
