Negotiating a labor contract: a management handbook

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Bureau of National Affairs, 1984 - Law - 473 pages
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This book describes all aspects of collective bargaining from a management perspective. The work discusses how to develop objectives, draft contract language, cost demands, make offers and counter-offers, and resolve impasse points in negotiations.

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General Assessment of Negotiations
Preparing for Bargaining
Developing a Bargaining Game Plan

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