NEGOTIATION STRATEGIES USED BY LABOUR UNIONS AT THE UNIVERSITY OF ZAMBIA: A CASE OF UNIVERSITY OF ZAMBIA PROFESSIONAL STAFF UNION.

This paper reports a study undertaken to investigate the negotiation strategies that the University of Zambia Professional Staff Union (UNZAPROSU) uses to bargain with University of Zambia (UNZA) management, the challenges encountered during the bargaining process and their possible solutions. The research employed both qualitative and quantitative methods in the collection and analysis of data. Data was collected from the Vice President, Secretary General and all the executive members of the University of Zambia Professional Staff Union by using the interview guide and the questionnaire. The study findings revealed that flinch, snow job and chicken strategies were the main negotiation strategies used by the University of Zambia Professional Staff Union during the bargaining process with management. The study recommended that, in addition to the negotiation strategies used by the union, effective strategies such as the give-and-take, brinkmanship and high ball/lowball strategies should be used in the bargaining process with management. This will enable the union to conclude the negotiations in a relatively short period of time. Further, there is need for the University of Zambia management to find alternative sources of funds other than rely solely on grants from the government of the Republic of Zambia to assure the union of salary increments and improved conditions of service in general for workers.