NCJ Number
42592
Date Published
1977
Length
10 pages
Annotation
THIS ARTICLE DESCRIBES SOME OF THE STALLING TACTICS USED IN COLLECTIVE BARGAINING NEGOTIATIONS AND SUGGESTS MEASURES TO COUNTERACT OR AVOID THESE TACTICS.
Abstract
THESE STRATEGIES OR 'GAMES' ARE DEFINED IN TERMS OF TRANSACTIONAL ANALYSIS. IN SUCH A STRATEGY, A PERSON APPEARS TO BE DOING SOMETHING AGREEABLE ON THE SURFACE WHILE DISGUISING NEGATIVE ULTERIOR MOTIVES. SOME OF THESE GAMES ARE: 'EXPERTISE' AND 'SNOW JOB', WHICH ACHIEVE CREDIBILITY BY OVERWHELMING THE OPPONENT WITH FACTS AND FIGURES; 'SO WHAT?', A GAME TO DEEMPHASIZE THE OPPONENT'S WON CONCESSION; 'WHEAT AND CHAFF', PUTTING IN CHAFF (MINUTIE ITEMS) IN ORDER TO OBTAIN THE WHEAT (PRIORITY ITEMS); 'WOODEN LEG' AND 'BETWEEN A ROCK AND HARD PLACE', BOTH STRATEGIES TO PURPORT HELPLESSNESS; 'SADBAGGING', OR NEGOTIATING FROM A POSITION OF STRENGTH BY ESTABLISHING ONE'S OWN WEAKNESSES AND PREYING UPON THE OPPONENT'S SYMPATHY; 'BOREDOM', SIGNALED THROUGH BODY LANGUAGE WHEN OPPONENT IS MAKING HIS MOST FORCEFUL POINT; 'IF IT WEREN'T FOR YOU' WHICH SHIELDS A PARTY FROM ACKNOWLEDGING ITS OWN INADEQUACIES; AND THE 'YES, BUT' GAME, WHERE A PARTY PUTS DOWN ADVICE SOLICITED FROM THE OTHER TEAM. GENERAL STRATEGIES TO COUNTERACT THESE GAMES ARE SUGGESTED. THEY INCLUDE BEING AWARE; CULTIVATING OPENNESS; GIVING UNEXPECTED RESPONSE TO A PROVOCATION; AVOIDING EXAGGERATIONS AND PUT DOWNS; AND TURNING NEGATIVE STROKES INTO POSITIVE, COOPERATIVE STATEMENTS. IT IS ALSO SUGGESTED THAT ONE AVOID THE ROLE OF THE VICTIM BY APPEARING AT THE BARGAINING TABLE PREPARED AND THAT ONE REPLACE A SPIRIT OF PERSECUTION WITH THAT OF COOPERATION IN ORDER TO PRODUCE EFFECTIVE RESULTS.