Principled negotiations ‐ a key to successful collective bargaining

Abstract

This paper seeks to describe the concept and practice of “principled negotiations” as applied to collective bargaining, within the context of Philippine and other international experiences. The intervention strategy utilized in the actual cases provided valuable lessons and insights, where negotiators learned how to avoid unintended and unnecessary break‐offs in real bargaining situations. For prospective negotiators preparing for collective or other bargaining in the future, the approach can be helpful in paving the way for effective mutually satisfying negotiations.

Citation

Gatchalian, J.C. (1998), "Principled negotiations ‐ a key to successful collective bargaining", Management Decision, Vol. 36 No. 4, pp. 222-225. https://doi.org/10.1108/00251749810211018