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Comparing Traditional and Target-specific Bargaining

May 1, 1996
Related Topics: Labor Relations, Featured Article
Here is a reference guide that compares and contrasts the two kinds of bargaining.



  • Adversarial
  • Non-adversarial
  • Individual sent out to solve problem
  • Group generates a list of meaningful issues using brainstorming process
  • High failure rate with unresolved issues
  • High success rate because the group solves problems together and no issue is left unresolved
  • Chief spokesperson on both sides does all the talking
  • Recognizes a chief spokesperson but all members are empowered to discuss issues
  • No neutral facilitator
  • Uses a facilitator
  • Total disclosure of information-no witch hunts
  • Bargaining members are seen but not heard
  • Total participation of all bargaining team members is required
  • Secret side-agreements between parties
  • No sidebars are permitted based on the premise that what can't be said across the table isn't worth discussing
  • Bargaining members sit opposite each other at the table
  • Bargaining seating arrangement alternates labor and management representatives
  • Limited bargaining rights
  • Expanded bargaining rights

    SOURCE: Anthony J. Taylor

    Personnel Journal, May 1996, Vol. 75, No. 5, p. 104.

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