Reframing Negotiating Strategy for Improved Outcomes

This paper examines techniques, beyond the traditional systematic approach to collective bargaining and negotiations, for public managers and human resource professionals, by exploring the formulation of strategies, through use of multiple lenses or frames. Three frameworks identified by authors Bolman and Deal are discussed, which include the structural, symbolic and political frames, all of which can serve as tools for negotiators. The structural perspective demonstrates the influences of organizational structure, hierarchy and maturity. The symbolic framework highlights organizational rituals and customs, as well as the use of theatrics, to highlight its influence on negotiations outcomes. Finally the power of politics is presented as a framework having both potential positive and negative ramifications. A new revised strategy through the utilization of multiple perspectives, such as the organizational, symbolic and political frames, may inspire more positive resolutions to negotiations outcomes.