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dc.contributor.author Nuttall, Mark G. en_US
dc.date.accessioned 2007-05-18T12:17:12Z
dc.date.available 2007-05-18T12:17:12Z
dc.date.issued 1999-08-01T00:00:00Z en_US
dc.identifier.uri http://hdl.handle.net/1993/1689
dc.description.abstract Research on labour/management negotiation traditionally has focused on the 'instrumental' elements of negotiating, including the likelihood of bargaining success based on a series of structural factors. The ' expressive' dimension of negotiating, i.e., the interactional strategies employed by negotiators, has been less emphasized. This study is an attempt to address this imbalance. It investigates and describes labour/management negotiation using Goffman's Dramaturgy Model. The primary objectives of this study are to determine whether labour/management negotiations are dramaturgical in nature and to describe the dramaturgy employed by negotiators. In-depth interviews, primarily consisting of open-ended questions, were conducted with ten labour/management negotiators. Chief negotiators, five from labour and five from management, were selected to ensure an interview group with maximum interactional experience and expertise. The interview group was diverse, included both male and female negotiators, and was drawn from multiple sectors, including the health care, education, government, not-for-profit and private sectors. The interviews were transcribed and then coded for instances of the dramaturgical principles delineated by Goffman. Additionally, data gathered through the open-ended questions yielded elements of the dramaturgy of labour/management negotiations beyond those expressly indicated as principles. (Abstract shortened by UMI.) en_US
dc.format.extent 10651333 bytes
dc.format.extent 184 bytes
dc.format.mimetype application/pdf
dc.format.mimetype text/plain
dc.language en en_US
dc.language.iso en_US
dc.title The dramaturgy of labour/management negotiations en_US
dc.degree.discipline Sociology en_US
dc.degree.level Master of Arts (M.A.) en_US


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