A Behavioral Theory Of Labor Negotiations

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A Behavioral Theory of Labor Negotiations

Author : Richard E. Walton
Publisher : Cornell University Press
ISBN 13 : 9780875461793
Total Pages : 468 pages
Book Rating : 4.4/5 (617 download)

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Book Synopsis A Behavioral Theory of Labor Negotiations by : Richard E. Walton

Download or read book A Behavioral Theory of Labor Negotiations written by Richard E. Walton and published by Cornell University Press. This book was released on 1991 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of activities which they believe account for much of the behavior found in labor negotiations. The first system of activities, termed "distributive bargaining," comprises competitive behaviors that are intended to influence the division of limited resources. The second system is made up of activities that increase the joint gain available to the negotiating parties, referred to as "integrative bargaining." They are problem-solving behaviors and other activities which identify, enlarge and act upon the common interests of the parties. The third system includes activities that influence the attitudes of the parties toward each other and affect the basic relationship bonds between the social units involved. This process is referred to as "attitudinal structuring." The fourth system of activities, which occurs as an integral aspect of the inter-party negotiations, comprises the behaviors of a negotiator that are meant to achieve consensus within one's own organizations. This fourth process is called "intra-organizational bargaining." Each sub process has its own set of instrumental acts or tactics. Therefore, each of the four model chapters is followed by a chapter on the tactics which implement the process. These chapters translate the model into tactical assignments and include an abundance of supporting illustrations from actual negotiations. This study should be of interest to several audiences, including students and teachers of industrial relations, social scientists interested in the general field of conflict resolution, as well as practitioners of collective bargaining and other individuals directly involved in international negotiations. The overall theoretical framework has been derived by a mixture of inductive and deductive reasoning. Extensive fieldwork and several dozen printed case studies have provided the bulk of the empirical data. In terms of meaning, the study has three touchstones: the field of collective bargaining; the field of conflict resolutions; and the underlying disciplines of economics, psychology, and sociology.

Negotiations and Change

Author : Thomas A. Kochan
Publisher : Cornell University Press
ISBN 13 : 1501731688
Total Pages : 368 pages
Book Rating : 4.5/5 (17 download)

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Book Synopsis Negotiations and Change by : Thomas A. Kochan

Download or read book Negotiations and Change written by Thomas A. Kochan and published by Cornell University Press. This book was released on 2018-09-05 with total page 368 pages. Available in PDF, EPUB and Kindle. Book excerpt: Major changes within and between organizations are now generally negotiated by the parties that have a stake in the consequences of the changes. This was not always so. In 1965, with A Behavioral Theory of Labor Negotiations, Richard Walton and Robert McKersie laid the analytical foundation for much of the innovation in the practice of negotiation that has occurred over the last thirty-nine years. Since that time, however, the field has undergone significant changes, and Walton and McKersie's ideas have been applied to a wide variety of situations beyond labor negotiations. Negotiations and Change represents the next generation of thinking. Experts on negotiations, management, and organizational behavior take stock of what has been learned since 1965. They extend and apply the concepts of Walton and McKersie and of other leaders in the study of negotiations to a broad range of business, professional, and personal concerns: workplace teams, conflict management systems, corporate governance, and environmental disputes. While building on those foundations, the essays demonstrate the continued robustness and relevance of Walton and McKersie's behavioral theory by suggesting ways it could be used to improve the management of change. Returning to its roots, the volume concludes with a retrospective by Richard Walton and Robert McKersie.

A Behavioral Theory of Labor Negotiations

Author : Richard E. Walton
Publisher :
ISBN 13 :
Total Pages : 437 pages
Book Rating : 4.:/5 (64 download)

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Book Synopsis A Behavioral Theory of Labor Negotiations by : Richard E. Walton

Download or read book A Behavioral Theory of Labor Negotiations written by Richard E. Walton and published by . This book was released on 1965 with total page 437 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Strategic Negotiations

Author : Richard E. Walton
Publisher : Cornell University Press
ISBN 13 : 9780801486975
Total Pages : 408 pages
Book Rating : 4.4/5 (869 download)

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Book Synopsis Strategic Negotiations by : Richard E. Walton

Download or read book Strategic Negotiations written by Richard E. Walton and published by Cornell University Press. This book was released on 2000 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.

Front Stage, Backstage

Author : Raymond Alan Friedman
Publisher : MIT Press
ISBN 13 : 9780262061674
Total Pages : 284 pages
Book Rating : 4.0/5 (616 download)

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Book Synopsis Front Stage, Backstage by : Raymond Alan Friedman

Download or read book Front Stage, Backstage written by Raymond Alan Friedman and published by MIT Press. This book was released on 1994 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this carefully detailed and rigorous study of the social processes of labor negotiations, the author uncovers the pressures and motivations felt by negotiators, showing why the bargaining process persists largely in its traditional form despite frequent calls for change. Raymond Friedman approaches labor negotiations with a conviction that negotiators are situated in a social network that greatly influences bargaining styles. In this carefully detailed and rigorous study of the social processes of labor negotiations, he uncovers the pressures and motivations felt by negotiators, showing why the bargaining process persists largely in its traditional form despite frequent calls for change. Friedman first focuses on the social structure of labor negotiations and the logic of the traditional negotiation process. He then looks at cases where the traditional rituals of negotiation were set aside and new forms emerged and, in the light of these examples, addresses the options for and obstacles to change.In an unusual twist Friedman describes the persistence of the traditional negotiation process by developing a dramaturgical theory in which negotiators are seen as actors who perform for teammates, constituents, and opponents. They try to convince others of their skill, loyalty, and dedication, while others expect them to play the role of opponent, representative, and leader. Friedman shows that the front-stage drama fulfills these needs and expectations, while backstage contacts between lead bargainers allow the two sides to communicate in private. The traditional labor negotiation process, he reveals, is an integrated system that allows for both private understanding and public conflict. Current efforts to change how labor and management negotiate are limited by the persistence of these roles, and are bound to fail if they do not account for the benefits as well as the flaws of the traditional rituals of negotiation. For negotiation scholars, Friedman's perspective provides an alternative to the rational-actor models that dominate the field; his dramaturgical theory is applicable to any negotiations done by groups, especially ones that face political pressures from constituents. For labor scholars, this is the first integrated theory of the negotiation process since Walton and McKersies's classic text, and one that helps unite the four elements of their model. For sociologists, the book provides an example of how a dramaturgical perspective can be used to explain the logic and persistence of a social institution. And practitioners will appreciate this explanation of why change is so difficult. Organization Studies series

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Psychological Foundations of the Behavioral Theory of Negotiation

Author : William P. Bottom
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Psychological Foundations of the Behavioral Theory of Negotiation by : William P. Bottom

Download or read book Psychological Foundations of the Behavioral Theory of Negotiation written by William P. Bottom and published by . This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of the negotiator was essentially the same as that used in most rational choice theory. Since then descriptive research on negotiation has branched into numerous subfields. Thompson recently characterized the state of research as a many sided prism. In this paper we use recent developments in evolutionary psychology to suggest an alternative psychological foundation for a general behavioral theory of negotiation. Such a theory would not be wedded to the particular institutional structure of collective bargaining. It may begin to synthesize the empirical regularities regarding different aspects of negotiation that have been discovered since the work of Walton and McKersie.

The Operational Utility of the Walton-McKersie Attitudinal Structuring Model in Collective Bargaining

Author : Donald Warren
Publisher :
ISBN 13 :
Total Pages : 192 pages
Book Rating : 4.:/5 (99 download)

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Book Synopsis The Operational Utility of the Walton-McKersie Attitudinal Structuring Model in Collective Bargaining by : Donald Warren

Download or read book The Operational Utility of the Walton-McKersie Attitudinal Structuring Model in Collective Bargaining written by Donald Warren and published by . This book was released on 1983 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: This work is an heuristic inquiry into behavioral change theory designed f or application to labor/management interaction in collective bargaining. The theory itself was postulated by Richard E. Walton and Robert B. McKersie in their book A Behavioral Theory Of Labor Negotiations. The principles of their theory are highly axiomatic and their importance and validity can only be recognized through applied empirical analyses that demonstrate or refute its concept. The aspect of the theory which is the focal point of this research pertains to the structuring and restructuring of attitudes and attendant relationships resulting from the collective bargaining process. The objective of this work is two-fold. First, the analytical utility of the theory is examined by applying its tenets to an analysis of the behavioral strategies and tactics used by the respective labor and management operatives in the 1981 Professional Air Traffic Controllers Organization strike. Second, the consistency of the theory and model with current knowledge and research in the field is examined; also how that knowledge and research enhances the Walton-McKersie analysis is discussed. Case study methodology is used to illustrate the thesis concept because any empirical study that examines the validity and practicality of a theory has added value when it is done within the realm of that given discipline. Also, absolute studies beat illustrate the trends by which researchers and practitioners approach problems in their fields and help to possibly clarify those approaches. From this study it is concluded that the Walton-McKersie attitudinal structuring model offers the most elucidative classification of relationships and behaviors descriptive of the negotiating process of all materials researched. It can be applied in collective bargaining interactions to reduce behavioral uncertainties. However, to improve the model's operational utility as a motivational, predictive, and informational tool, additional research and study is required in the following areas. First, as shown in the case study example, humans do not always use probability information effectively; sometimes they ignore it. The probability of a confrontation and the attendant consequences were made clear to all operatives in the Professional Air Traffic Controllers Organization (PATCO) strike, however, shattering consequences for both sides were not avoided. Additional study and research on how collective bargaining processes are affected by varying political, economic, intra-organizational and inter-organizational policies, and social climates will enhance the operational utility of the Walton-McKersie model. Second, the implication interpretable from the above probability of occurrence example is that people, and the organizations that they comprise, estimate the probability of single occurrences more adequately than aggregate probabilities of occurrence, and that the strategies often adopted as a result, are not optimal. Research on how objective probabilities and payoff values (based on past bargaining profiles and current information) can be applied to the Walton-McKersie concepts will allow for simulation and decision theory type analysis of negotiating processes, thus improving the model's predictive utility. Finally, it is suggested in the thesis that goals rather than attitudes be the focal point of behavioral change models related to negotiations. Additional research on the motivational qualities of goal setting in bargaining activities will help in the understanding of how goals and behaviors are linked. The developmental implication of all the above is to move towards a more useful and analytical model of collective bargaining processes.

The Social Psychology of Bargaining

Author : Ian Morley
Publisher : Psychology Press
ISBN 13 : 1317518675
Total Pages : 311 pages
Book Rating : 4.3/5 (175 download)

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Book Synopsis The Social Psychology of Bargaining by : Ian Morley

Download or read book The Social Psychology of Bargaining written by Ian Morley and published by Psychology Press. This book was released on 2015-06-19 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.

A Field in Flux

Author : Robert B. McKersie
Publisher : Cornell University Press
ISBN 13 : 1501740032
Total Pages : 201 pages
Book Rating : 4.5/5 (17 download)

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Book Synopsis A Field in Flux by : Robert B. McKersie

Download or read book A Field in Flux written by Robert B. McKersie and published by Cornell University Press. This book was released on 2019-05-15 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Field in Flux chronicles the extraordinary journey of industrial and labor relations expert Robert McKersie. One of the most important industrial relations scholars and leaders of our time, McKersie pioneered the study of labor negotiations, helping to formulate the concepts of distributive and integrative bargaining that have served as analytical tools for understanding the bargaining process more generally. The book provides a window into McKersie's life and work and its impact on the evolution of labor and industrial relations. Spanning six decades, the reader learns about the intersection of labor and the Civil Rights movement, the watershed moment of the Air Traffic Controller's Strike, his relationship with George Schultz, the shift from labor relations to human resource management, and McKersie's role in the seminal cases (Motorola, GM, Toyota) of the labor movement. A Field in Flux serves two important functions: it demonstrates how people have influenced past employment policies and practices when called to action in critical situations, and it seeks to instill confidence in those who will be called on to address the big challenges facing the future of work today and in the years to come. During a time when the basic values of industrial relations are being challenged and violated, McKersie argues that the profession must adapt to the changing world of work and not forget about the value placed on efficiency, equity, and inclusive employment policies and practices.

Negotiation Theory and Research

Author : Leigh L. Thompson
Publisher : Psychology Press
ISBN 13 : 1135423520
Total Pages : 250 pages
Book Rating : 4.1/5 (354 download)

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Book Synopsis Negotiation Theory and Research by : Leigh L. Thompson

Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Political Bargaining

Author : Gideon Doron
Publisher : SAGE
ISBN 13 : 0857021923
Total Pages : 193 pages
Book Rating : 4.8/5 (57 download)

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Book Synopsis Political Bargaining by : Gideon Doron

Download or read book Political Bargaining written by Gideon Doron and published by SAGE. This book was released on 2001-03-27 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book brings an exciting and innovative new approach to the study of politics today. It introduces political bargaining, a process at the heart of all political and economic exchanges in contemporary society and the very essence of politics itself, to provide a new framework and fresh insights to modern political science. The authors trace the prevalence of bargaining processes in politics from the abstract level of individual human interaction and the `state of nature′ to the more concrete political or institutionalized level. They introduce students to theory -- the basic models of game theory, rational choice theory and positivist approaches; practice -- the practical manifestations of political bargaining in everyday national and international political life; and process -- its setting, the interests of the players involved, the conditions and properties that affect their calculations and, consequently, their ability to obtain desired outcomes. Political Bargaining provides students with the basic tools for learning about and participating in politics today by richly illustrating how the authoritative allocation of scarce resources is arrived at through a complex bargaining process between competing interests in society. It will be essential reading for student and lecturer alike across political science and the social sciences more widely.

The Transformation of American Industrial Relations

Author : Thomas A. Kochan
Publisher : Cornell University Press
ISBN 13 : 1501731696
Total Pages : 317 pages
Book Rating : 4.5/5 (17 download)

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Book Synopsis The Transformation of American Industrial Relations by : Thomas A. Kochan

Download or read book The Transformation of American Industrial Relations written by Thomas A. Kochan and published by Cornell University Press. This book was released on 2018-08-06 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally published in 1986, The Transformation of American Industrial Relations became an immediate classic, creating a new conceptual framework for understanding contemporary insutrial relations in the United States. In their introduction to the new edition, the authors assess the evolution of industrial relations and human resource practives, focusing particularly on the policy impoications of recent changes. They discuss the diverse forms of work restructuring in the American economy, the reasons why the diffusion of participatory work reorganization has been so modest, work practices among sophisticated nonunion employers, union membership declines, and public policy debates.

A Decisive Decade

Author : Robert B McKersie
Publisher : SIU Press
ISBN 13 : 0809332450
Total Pages : 286 pages
Book Rating : 4.8/5 (93 download)

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Book Synopsis A Decisive Decade by : Robert B McKersie

Download or read book A Decisive Decade written by Robert B McKersie and published by SIU Press. This book was released on 2013-08-05 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: The deeply personal story of a historic time in Chicago, Robert B. McKersie’s A Decisive Decade follows the unfolding action of the Civil Rights Movement as it played out in the Windy City. McKersie’s participation as a white activist for black rights offers a unique, firsthand viewpoint on the debates, boycotts, marches, and negotiations that would forever change the face of race relations in Chicago and the United States at large. Described within are McKersie’s intimate observations on events as they developed during his participation in such historic occasions as the impassioned marches for open housing in Chicago; the campaign to end school segregation under Chicago Schools Superintendent Benjamin Willis; Operation Breadbasket’s push to develop economic opportunities for black citizens; and dialogs with corporations to provide more jobs for blacks in Chicago. In addition, McKersie provides up close and personal descriptions of the iconic Civil Rights leaders who spearheaded some of the most formative battles of Chicago’s Civil Rights movement, including Dr. Martin Luther King, Jr., Reverend Jesse Jackson, Timuel Black Jr. and W. Alvin Pitcher. The author illumines the tensions experienced by two major institutions in responding to the demands of the civil rights movement: the university and the church. Packed with historical detail and personal anecdotes of these history-making years, A Decisive Decade offers a never-before-seen perspective on one of our nation’s most tumultuous eras.

Negotiation Genius

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)

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Book Synopsis Negotiation Genius by : Deepak Malhotra

Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Negotiation Behavior

Author : Dean G. Pruitt
Publisher : Academic Press
ISBN 13 : 1483266206
Total Pages : 278 pages
Book Rating : 4.4/5 (832 download)

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Book Synopsis Negotiation Behavior by : Dean G. Pruitt

Download or read book Negotiation Behavior written by Dean G. Pruitt and published by Academic Press. This book was released on 2013-09-11 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.

Basic Group Processes

Author : P. B. Paulus
Publisher : Springer Science & Business Media
ISBN 13 : 1461255783
Total Pages : 357 pages
Book Rating : 4.4/5 (612 download)

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Book Synopsis Basic Group Processes by : P. B. Paulus

Download or read book Basic Group Processes written by P. B. Paulus and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research on groups has been a major focus of concern among psychologists and sociologists for many years. The study of groups certainly deserves a central role in these disciplines since much of our behavior occurs in groups and many important social phenomena involve groups. Issues such as leadership, conformity, group decision-making, group task performance, and coalition formation have had a long history of research. However, recently a number of other areas of research have blossomed that provide interesting new perspectives on group processes (e.g., social impact). In addition, topics of research have developed outside the commonly ac cepted domain of group dynamics (e.g., self-disclosure) which seem to be concerned with rather basic group processes. Basic Group Processes was designed to bring together in one volume a repre sentative sample of the broad range of work currently being done in the area of groups. Some of the chapters provide a review of the literature while others focus more specifically on current programs of research. All, however, provide new insights into basic group processes and a number provide broad integrative schemes. All of the authors were asked to emphasize theoretical issues rather than a detailed presenta tion of research. Basic Group Processes suggests that research on groups is a lively enterprise and forging interesting new theoretical and empirical directions.