Page:  of 163
 

NOTES
1. Bernard A. Ramundo, Effective Negotiation: A Guide to Dialogue Management
and Control ( New York, Westport, Conn., and London: Quorum Books, 1992),
132-34.
2. In an age of sensitivity to formulations that may reflect bias, pronouns tend
to be troublesome for authors until they clear the gender air. Essentially, the
gender issue involves credibility which I attempted to establish in my Effective
Negotiation. There I noted my great admiration for Margaret Thatcher and happily
accorded space to her well-known dictum: "In politics, if you want anything
said, ask a man. If you want anything done, ask a woman." To reinforce that
attempt I am pleased to quote John F. Kennedy to the same effect: "There's an
old saying, 'Never send a boy to do a man's job, send a lady'" ( Lewis D. Ergin
and Jonathan P. Siegel, The Manager's Book of Quotations [ New York: AMACOM,
1989], 330). The credibility I seek is directed toward winning the indulgence of
the reader who is asked to accept that (1) whenever any form of the pronoun
"he" is used in the text, it be understood to include the appropriate form of
"she," and (2) my only intention is to avoid the unwieldy constraint of being
limited to use of the plural or other gender-neutral formulations. Dear reader,
the gender-issue pressure is real! At least one specialist has approached the issue
more carefully than I by the Solomonic use of plural, "he and/or she," and
alternating "he" and "she" formulations ( David D. Van Fleet, Contemporary
Management, 2d ed. [ Boston: Houghton Mifflin, 1991], 18).
3. Bradley A. Stertz, "Chrysler Is Making Solid Progress in Spite of Executive
Turmoil", The Wall Street Journal, March 3, 1992, pp. A1 and A7, at p. A7.
4. The term "bargaining manager" generally is used to refer to the manager
who uses negotiation as a tool of management in his traditional negotiator role
and also in all the internal dialogues related to his other planning, coordination,
leading, and controlling activities. A practitioner of management by bargain,
the bargaining manager understands the efficacy of negotiation to facilitate de-
velopment of the consensus implied by participative management, collective
decision making, and authority acceptance. In some contexts, the formulation
looks to the future when every manager will be a trained negotiator as part of
the institutionalization of negotiation as a technical skill of the manager and an
essential part of management process.
5. The weak qualifier "stated" is indicated because the manager still enjoys
the respect and deference of the subordinate who is sensitive to the former's
positional control over such career-important actions as performance evalua-
tions, task assignments, and advancement and other recognition. In negotiating
terms, these actions are a source of managerial empowerment (i.e., leverage) in
the relationship.
6. Andrew J. Szilagyi Jr., Management and Performance ( Glenview, Ill.: Scott,
Foresman and Company, 1981), xvi.
7. In my negotiating guide, management by bargain is covered in the treat-
ment of the sections dealing with the so-called intraorganizational. negotiating
environment ( Ramundo, pp. 29-30, 32-65, and 56-60).

-xii-

Questia, a part of Gale, Cengage Learning. www.questia.com

Publication Information: Book Title: The Bargaining Manager: Enhancing Organizational Results through Effective Negotiation. Contributors: Bernard A. Ramundo - author. Publisher: Quorum Books. Place of Publication: Westport, CT. Publication Year: 1994. Page Number: xii.
    
This feature allows you to create and manage separate folders for your different research projects. To view markups for a different project, make that project your current project.
This feature allows you to save a link to the publication you are reading or view all the publications you have put on your bookshelf.
This feature allows you to save a link to the page you are reading, which you can later return to from Projects.
This feature allows you to highlight words or phrases on the publication page you are reading.
This feature allows you to save a note you write on the publication page you are reading.
This feature allows you to create a citation to the page you are reading that you can paste into your paper. Highlight a passage to include that passage as a quotation.
This feature allows you to save a reference to a publication you are reading for your bibliography or generate a bibliography you can paste into your paper.
This feature allows you to print the page you are reading, including your notes or highlights (IE users must have "print background colors and image" setting selected.)
This feature allows you to look up words in encyclopedia.
  About Questia Tools
Close Window  
Questia's powerful research tools allow you to highlight, take notes, bookmark and even create instant citations and bibliographies. To use these features and save hours of work, you must create a Questia account.
Need a Questia account?
Sign up for a FREE trial now. Save time, stress and hassle, and get better grades with trusted, online research.

» Click here for our free trial

Already have a Questia account? Login now!
Error
Working...
Printing Preferences
Format for black and white printer: On Off
Print highlights: On Off
Print notes: On Off
Choose one of the options for printing:
Print this page (No Charge)
Print pages to