Leadership as a Productive Strategy in Negotiation

Abstract

Collective bargaining can be perceived as a form of joint decision‐making between groups, and the process by which agreements are reached can be analysed through the accepted principles of group dynamics. This article considers the process of collective bargaining with particular reference to the structure and behaviour of the groups involved. It suggests that a strong leadership strategy is an important aspect of securing agreements.

Citation

Fells, R.E. and Savery, L.K. (1984), "Leadership as a Productive Strategy in Negotiation", Leadership & Organization Development Journal, Vol. 5 No. 1, pp. 21-24. https://doi.org/10.1108/eb053544