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Effective Communications Case: Negotiating Hours o
L. Falkenberg, R. Franklin
published: 2006 | Case Study | Communications
Subject Area: Organizational Behaviour; Communications; Human Resource Management
Key Issues: Communication skills; Negotiations; Labour relations
Case Description: This case was developed to
highlight effective communication skills. It can be used within a
general business negotiation framework or to highlight the more
specific labour-management negotiations. The case is taken from an
actual labour-management negotiation at the University of Calgary some
years ago. The case is designed to demonstrate (a) how initial
assumptions of negotiators can limit the exploration of underlying
interests (b) how defensive communication tactics limit the exchange of
information, and (c) how effective questions can lead to a positive
outcome.
# Case Pages: 13
Case Number: 030018-W
Teaching Note: Yes
revised May 10/06
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