Negotiation within labor relations

• Author: Iulia BADOI
• Position: PhD Student
• Pages: 7-21

STUDIES AND COMMENTS

Negotiation within labor relations

PhD Student Iulia BDOI

1

Abstract

Negotiation is the process we use in order to obtain things that we want and a re

controlled by others. Any desire we intend to fulfill, any need that we are obliged to meet is

a potentia l bargaining situa tions. Between groups a nd individuals, negotiation occurs

natura lly, as some have one thing that the other wants and is willing to barga in to get it.

More or less we are a ll involved in negotiations: closing a c ontract, buying a thing,

obtaining spo nsorships, collective decision making, conflict resolution, agreement on work

plans. Within the field of labor r elations, negotiation can occur on the occasion of closing /

amending employment contracts or in order to regulate employment or work r elations.

Moreover, used proper ly, the negotiation ca n be an effective tool for solving labor disput es,

with benefits for both involved pa rties. This paper aims to present negotia ting principles

and steps to follow in planning and prepa ring negotiations and the negotia ting techniques

that ca n lead to a successful negotiation based on a well-developed plan.

Keywords: negotia tion, social pa rtners, labor contract, labor conflict, negotia tion

techniques.

JEL classification: K31

1. Negotiation notion and characteristics

1.1. The concept of negotiation

Widely, the negotiation represents the action of dealing, discussing with

the purpose of reaching to an agreement. The Explicative Dictionary of the

Romanian Language defines the negotiation as being the action of negotiating and

its results. To negotiate supposes to deal with somebody towards closing an

economic, politic, cultural convention; to intermediate, to close a deal, to run

several commercial operations.

Negotiation assumes successive discussions, a verbal communication

partners with equal rights and obligations. Negotiation appears as a “concentrated

form of inter-human communication where two or several parties disagreeing wish

to reach to a settlement for a common issue of reach a common purpose”; “to

1 Iulia Bdoi – Bucharest University of Economic Studies, Law Department, iulia.badoi@yahoo.com.