Bargaining Theory Meets Interest Based Negotiations

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Bargaining Theory Meets Interest-Based Negotiations

Author : Robert B. Mckersie
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Bargaining Theory Meets Interest-Based Negotiations by : Robert B. Mckersie

Download or read book Bargaining Theory Meets Interest-Based Negotiations written by Robert B. Mckersie and published by . This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a case study of the 2005 national contract negotiations between Kaiser Permanente and the Coalition of Kaiser Permanente Unions. Given the scale and complexity of these negotiations, their successful completion provides an exemplar for collective bargaining in this country. In 1997 Kaiser Permanente and the Coalition of Kaiser Permanente Unions formed a labor management partnership, and negotiations were structured around the principles of interest-based negotiation (IBN). Drawing on direct observation of all parts of the bargaining process, interviews with individuals from Kaiser and the Coalition of Unions, and surveys we conducted after bargaining was completed, we conclude that the parties employed a mix of interest-based and traditional negotiation processes across an array of integrative and distributive issues. We find that IBN techniques were used extensively and successfully to reach mutually satisfying agreements when the parties shared interests. When interests were in greater conflict, the parties resorted to more traditional, positional tactics to reach resolution. Strong intra-organizational conflicts limited the use of IBN and favored the use of more traditional positional bargaining. While a high level of trust enabled and supported the use of IBN, tensions that developed limited the use of IBN and required surfacing and release before either IBN or more traditional positional processes could proceed effectively. The use of IBN tools helped the parties apply the principles underlying the partnership in which these negotiations were embedded. We conclude that IBN served as a way of applying or operationalizing integrative bargaining and affected the process dynamics in ways the Walton and McKersie theory predicted. As such we see IBN as techniques that neither displace nor render obsolete other aspects of bargaining theory or practice but that show considerable promise for helping collective bargaining to address the complex issues and challenges found in contemporary employment relationships.

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.

Advances in Negotiation Theory

Author : Carlo Carraro
Publisher : World Bank Publications
ISBN 13 : 5061610121
Total Pages : 55 pages
Book Rating : 4.0/5 (616 download)

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Book Synopsis Advances in Negotiation Theory by : Carlo Carraro

Download or read book Advances in Negotiation Theory written by Carlo Carraro and published by World Bank Publications. This book was released on 2005 with total page 55 pages. Available in PDF, EPUB and Kindle. Book excerpt: Abstract: Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework.

Interest-Based Bargaining

Author : Jerome T. Barrett
Publisher : Trafford Publishing
ISBN 13 : 1412237807
Total Pages : 151 pages
Book Rating : 4.4/5 (122 download)

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Book Synopsis Interest-Based Bargaining by : Jerome T. Barrett

Download or read book Interest-Based Bargaining written by Jerome T. Barrett and published by Trafford Publishing. This book was released on 2006-07-25 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: Interest-Based Bargaining: A User's Guide provides a detailed account of why it makes sense to negotiate on the basis of interests rather than positions. It provides a detailed set of guidelines for negotiators who wish to develop a cooperative, problem solving approach to their bargaining. It draws on the experiences of using interest-based approaches in the USA and Ireland. Interest-based bargaining is an approach to collective bargaining that is focused on understanding the interests of parties and on building solutions around these. It uses problem-solving tools such as brainstorming, flip charting and consensus decision-making. This book will be of particular value to management and union representatives who are already working in a cooperative way and who wish to deepen that cooperation.

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.

Bargaining Theory with Applications

Author : Abhinay Muthoo
Publisher : Cambridge University Press
ISBN 13 : 9780521576475
Total Pages : 378 pages
Book Rating : 4.5/5 (764 download)

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Book Synopsis Bargaining Theory with Applications by : Abhinay Muthoo

Download or read book Bargaining Theory with Applications written by Abhinay Muthoo and published by Cambridge University Press. This book was released on 1999-08-19 with total page 378 pages. Available in PDF, EPUB and Kindle. Book excerpt: Graduate textbook presenting abstract models of bargaining in a unified framework with detailed applications involving economic, political and social situations.

Advances in Negotiation Theory

Author : Carlo Carraro
Publisher :
ISBN 13 :
Total Pages : 57 pages
Book Rating : 4.:/5 (129 download)

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Book Synopsis Advances in Negotiation Theory by : Carlo Carraro

Download or read book Advances in Negotiation Theory written by Carlo Carraro and published by . This book was released on 2015 with total page 57 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bargaining is ubiquitous in real-life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (e.g. climate change control). What factors determine the outcome of negotiations such as those mentioned above? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? This paper addresses these questions by focusing on a non-cooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing non-cooperative bargaining theory, non-cooperative coalition theory, and the theory of fair division, this paper will try to identify the connection among these different facets of the same problem in an attempt to facilitate the progress towards a unified framework.

Negotiation Theory and Strategy

Author : Russell Korobkin
Publisher : Aspen Publishing
ISBN 13 :
Total Pages : 604 pages
Book Rating : 4.8/5 (861 download)

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Book Synopsis Negotiation Theory and Strategy by : Russell Korobkin

Download or read book Negotiation Theory and Strategy written by Russell Korobkin and published by Aspen Publishing. This book was released on 2024-02-01 with total page 604 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, economics, and law to provide students with an in-depth understanding of the cognitive and interpersonal underpinnings of negotiation. A total of 21 original negotiation simulations and exercises, with private information for each party, are provided to adopters outside of the text, enable students to apply the lessons of each chapter in context-rich environments in a variety of transactional and litigation settings. New to the 4th Edition: Significant revisions to Chapter 10 (“Gender and Culture”), incorporating the significant amount of scholarship on gender differences in negotiation that has been published in the last decade. Significant revisions to Chapter 14 (“Deceit”), reflecting the burgeoning literature in the field of behavioral ethics. Minor updates and revisions to other chapters. Minor updates to existing simulations and additional new simulations. Professors and students will benefit from: Rigorous, social science-based approach to understanding negotiation as a fundamental process of human interaction. Modular organization, so instructors can choose to assign the chapters in a different order than presented, to better suit their conception of the course without creating undue confusion on the part of students. Each chapter of the book exposes students to challenging theoretical concepts through a combination of narrative material, excerpts of published books and articles, and note material that further explains and builds on points made in the narrative and excerpted sections. The “Discussion Questions and Problems” that end each chapter provide an opportunity for students to explore and apply the reading material in a class discussion format.

Negotiations in Interesting Times

Author : Diana Scarselletta Straut
Publisher :
ISBN 13 :
Total Pages : 382 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Negotiations in Interesting Times by : Diana Scarselletta Straut

Download or read book Negotiations in Interesting Times written by Diana Scarselletta Straut and published by . This book was released on 1998 with total page 382 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Advances in Negotiation Theory

Author : Carlo Carraro
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (931 download)

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Book Synopsis Advances in Negotiation Theory by : Carlo Carraro

Download or read book Advances in Negotiation Theory written by Carlo Carraro and published by . This book was released on 2012 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework.

Negotiation: From Theory to Practice

Author : Jacques Rojot
Publisher : Springer
ISBN 13 : 1349114456
Total Pages : 239 pages
Book Rating : 4.3/5 (491 download)

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Book Synopsis Negotiation: From Theory to Practice by : Jacques Rojot

Download or read book Negotiation: From Theory to Practice written by Jacques Rojot and published by Springer. This book was released on 2016-07-27 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.

Interest-based Bargaining

Author : Robert Shuford Persons
Publisher :
ISBN 13 :
Total Pages : 292 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Interest-based Bargaining by : Robert Shuford Persons

Download or read book Interest-based Bargaining written by Robert Shuford Persons and published by . This book was released on 1997 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Bargaining in the Shadow of the Market

Author : Kalyan Chatterjee
Publisher : World Scientific
ISBN 13 : 9814447579
Total Pages : 229 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Bargaining in the Shadow of the Market by : Kalyan Chatterjee

Download or read book Bargaining in the Shadow of the Market written by Kalyan Chatterjee and published by World Scientific. This book was released on 2013 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bargaining in the Shadow of the Market OCo Selected Papers on Bilateral and Multilateral Bargaining consists of selected research in bargaining carried out by Kalyan Chatterjee by himself and with various co-authors. Chatterjee has been one of the earliest researchers to work on noncooperative bargaining theory and has contributed to bilateral bargaining with parties having private information as well as multilateral coalition formation models. Some of his work in each of these areas finds place here.The main theme of this collection of papers is the nature of negotiations when participants have alternatives to continue negotiating, either by beginning negotiations with a different partner or set of partners or by engaging in time-consuming search for such partners. Chapters in this book include: a noncooperative theory of coalitional bargaining and features a laboratory experiment relevant to this theory as well as an extension to political negotiations, search for alternative partners, the effect of markets and bargaining on incentives of players to invest in the partnership and related papers on incentive compatibility, arbitration and a dynamic model of negotiation. The book also includes a new introduction that puts these papers in the context of the broader literature in the field.

Theories of the Bargaining Process

Author : Alan Coddington
Publisher : Routledge
ISBN 13 : 1351472267
Total Pages : 153 pages
Book Rating : 4.3/5 (514 download)

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Book Synopsis Theories of the Bargaining Process by : Alan Coddington

Download or read book Theories of the Bargaining Process written by Alan Coddington and published by Routledge. This book was released on 2017-07-05 with total page 153 pages. Available in PDF, EPUB and Kindle. Book excerpt: A tour de force of theoretical reasoning, this book presents the most advanced analytical model of the bargaining process so far conceived. Focused essentially on the dynamics of the bargaining process, Coddington's model employs elements of several conceptual constructs--individual decision-making, theories of expectations and their adjustment, and environment concepts--to explain the nature of consistency in a bargainer's system of expectations and intentions.The book begins with a description of the bargaining process in an economic context and establishes an analytical framework. There follows a critical survey of bargaining theory in which the author selects those concepts, which he finds most valid and most applicable to his decision-making/expectation/adjustment model. The internal consistency of a wide class of bargaining models is then examined in a chapter on the relationship between decision-making and expectations. Since the theory of games has been used as a basis for bargaining process theory, the author devotes a chapter to an examination of the game-theoretic approach and an assessment of its value relative to his own approach.The author concludes with a study of the specific capabilities of his own analytical model, with discussion of the possible combinations of assumptions with which the investigator may work. Although stemming from a problem in economic theory and of immediate intent to economists, the book's contribution to the general theory of conflict process and interdependent decision-making make it an important study for students of politics and international affairs as well as management and labor relations specialists.

Manager as Negotiator

Author : David A. Lax
Publisher : Simon and Schuster
ISBN 13 : 1439105200
Total Pages : 619 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis Manager as Negotiator by : David A. Lax

Download or read book Manager as Negotiator written by David A. Lax and published by Simon and Schuster. This book was released on 1987-01-05 with total page 619 pages. Available in PDF, EPUB and Kindle. Book excerpt: This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

The Oxford Handbook of Conflict Management in Organizations

Author : William K. Roche
Publisher : Oxford Handbooks
ISBN 13 : 0199653674
Total Pages : 577 pages
Book Rating : 4.1/5 (996 download)

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Book Synopsis The Oxford Handbook of Conflict Management in Organizations by : William K. Roche

Download or read book The Oxford Handbook of Conflict Management in Organizations written by William K. Roche and published by Oxford Handbooks. This book was released on 2014-05 with total page 577 pages. Available in PDF, EPUB and Kindle. Book excerpt: New ways of managing conflict are important features of work & employment in organizations. World's leading scholars examine range of innovative alternative dispute resolution practices, drawing on international research, scholarship, covering case studies of major exemplars & developments in different parts of global economy. Aust & NZ content.

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.