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Contract Negotiation Hints for the Small Businessman

Author

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  • Stephen J. Holoviak
  • David A. De Cenzo

Abstract

The importance and legal ramifications of signing a labor agreement have a great impact upon any business. Whereas many larger organizations are financially capable of having specialists prepare for the negotiations, many of the small business enterprises do not have that luxury. This paper is an attempt to familiarize the small business manager with some aspects that are required for contract negotiations. While negotiation sessions in each company have their own peculiarities, certain items are contained in all contracts. This article examines these items and identifies those factors that every small business manager should include in a labor-management agreement. Also highlighted in this article is the factor that permits the proper negotiation climate: preparation. Described within this section are policies and procedures for the small business person to follow. Lastly, this paper provides avenues to aid the small business manager in seeking wage data in an effort to facilitate the negotiations. Internal and external wage data are defined, and procedures to obtain this information are offered.

Suggested Citation

  • Stephen J. Holoviak & David A. De Cenzo, 1982. "Contract Negotiation Hints for the Small Businessman," Entrepreneurship Theory and Practice, , vol. 7(2), pages 24-29, October.
    • Handle: RePEc:sae:entthe:v:7:y:1982:i:2:p:24-29
    DOI: 10.1177/104225878200700206
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