How to... negotiate with trade unions

The recent wave of strikes should remind us that good industrial relations are vital to managing a way out of the recession. The interests of your employer and those of your staff and their representatives may overlap but they are not identical – too often this gets forgotten. So accept that a degree of disagreement is inevitable.When unions negotiate, they are unlikely to be trying to put one over on you. They are defending the pay and conditions of their members and want to see your organisation survive these difficult times. So step back from “us and them” positions and discuss the interests you and the union may share, no matter how limited. Here are six aspects of negotiation to keep in mind.
 

Language does not simply reflect what is going on in organisational life: it also influences what people think and what they do

Linda Holbeche, director of the Holbeche Partnership and visiting professor of HRM/OD at Cass Business School