Original Research

Interest based bargaining: The role of the trust relationship between employer and employee

David de Villiers
South African Journal of Economic and Management Sciences | Vol 2, No 3 | a2590 | DOI: https://doi.org/10.4102/sajems.v2i3.2590 | © 2018 David de Villiers | This work is licensed under CC Attribution 4.0
Submitted: 04 July 2018 | Published: 30 September 1999

About the author(s)

David de Villiers, Department of Human Resource Management, University of Pretoria, South Africa

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This paper highlights the inherent adversarialism of traditional collective bargaining, and the various attempts that have been made by academics and practitioners to find ways to minimize the adversarial nature of the process. The paper then examines a number of cases where Interest Based Bargaining was used to create a positive, co-operative collective bargaining climate, and derives a number of guiding principles. Finally, the paper shows that building and maintaining a relationship of trust is a prerequisite for constructive collective bargaining.


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