A survey of the strategies used by trade unions in negotiating with the employers in Kenya

Abstract

The study sought out to determine the strategies used by the trade unions to negotiate for their members and also to establish the factors which influence the choice of strategies used in negotiation with the employees in Kenya. The population of interest consisted of all the 68 registered Trade Unions in Kenya as per 31.December 2006. Data was collected through a questionnaire which was administered to the respondents on a drop and pick later basis. Personal interviews were conducted to clarify the responses where necessary. The study concluded that a mixture of the symbiotic and predation strategies are crucial if negotiations are to be successful. Most respondents felt that open communication, sharing of information with their opponents, being collaborative and persistent are key top success in negotiation. One key issue noted was that negotiations between management and the unions fail because shop stewards who represent the employees are not fully equipped to do so. They should undergo some training to equip them with negotiation skills