Review of Traditional and Collaborative Models for Negotiation

James Kelleher

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DOI: 10.2190/Y2MN-MH00-D6G5-5A6G

Abstract

The literature on collective bargaining in education distinguishes between traditional and collaborative models. The traditional model generally refers to an adversarial approach in which both parties conceal their true goals, each seeking to maximize its share. The collaborative model, on the other hand, is generally based on relationships characterized by mutual trust and open communication. The terms collaborative or traditional bargaining are used frequently, yet they refer to a wide array of different approaches to collective bargaining. This article seeks to develop a deeper understanding of both models by presenting an overview of the critical attributes of traditional and collaborative bargaining models identified in the literature.

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