Examining the characteristics and tactics of chief negotiators in Canadian universities

Abstract

This study's overall goal was to examine the behavioural characteristics and tactics used by chief faculty negotiators in a Canadian university setting—a specific yet essential niche of negotiators. A sample of faculty negotiators was compared to a rubric description of “skilled” negotiators as defined by Rackham and Carlisle (1978a&b). Lastly, I aimed to add to research about emotion as well as gender in collective bargaining. In total, there were 15 participants (n=8 male; n=7 female). The negotiators were, on average, 53.9 years old, ranging from 36 to 68 years old. Using Thematic Analysis, four main tactic themes and four subthemes were found. (1) Integrity at the bargaining table, (Honesty) (2) Stubbornness (3) Traditional competitive bargaining, (4) Using Emotion (Void emotions, Emotional argument, Indignation). In comparing behavioural characteristics found by Rackham and Carlisle (1978a&b), the negotiators in the current study responded simililarly to “skilled” negotiators.