A Behavioral Theory Of Labor Negotiations
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A Behavioral Theory Of Labor Negotiations
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Author : Richard E. Walton
language : en
Publisher: Cornell University Press
Release Date : 1991
A Behavioral Theory Of Labor Negotiations written by Richard E. Walton and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
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.
Strategic Negotiations
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Author : Richard E. Walton
language : en
Publisher: Cornell University Press
Release Date : 2000
Strategic Negotiations written by Richard E. Walton and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with Business & Economics categories.
This text contributes to the literature on strategic choice - the explicit structuring by management and labour of business and bargaining strategies that use the economic and political environment as a framework to create bargaining power - applying a three-tiered collective bargaining theory.
The Social Psychology Of Bargaining
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Author : Ian E. Morley
language : en
Publisher: London : Allen and Unwin
Release Date : 1977
The Social Psychology Of Bargaining written by Ian E. Morley and has been published by London : Allen and Unwin this book supported file pdf, txt, epub, kindle and other format this book has been release on 1977 with Business & Economics categories.
UK. Monograph presenting a social psychology approach to intergroup relations among bargaining agents involved in collective bargaining - comprises experimentalmethodology regarding the study of bargaining behaviour, processes of bid, counterbid and formal negotiation, focuses on different systems of communication in context with bargaining efficiency, and includes a literature survey. Bibliography pp. 294 to 310, graphs and statistical tables.
The Transformation Of American Industrial Relations
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Author : Thomas A. Kochan
language : en
Publisher: Cornell University Press
Release Date : 2018-08-06
The Transformation Of American Industrial Relations written by Thomas A. Kochan and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-06 with Political Science categories.
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.
Getting To Yes
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Author : Roger Fisher
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1991
Getting To Yes written by Roger Fisher and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
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.
Theoretical Perspectives On Work And The Employment Relationship
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Author : Bruce E. Kaufman
language : en
Publisher: Cornell University Press
Release Date : 2004
Theoretical Perspectives On Work And The Employment Relationship written by Bruce E. Kaufman and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
Developing a strong theoretical base for research and practice in industrial relations and human resource management has to date remained a largely unfulfilled challenge. This text presents contributions from 15 scholars, developing their perspectives on work and the employment relationship.
Negotiating Rationally
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Author : Max H. Bazerman
language : en
Publisher: Simon and Schuster
Release Date : 1994-01-01
Negotiating Rationally written by Max H. Bazerman and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01-01 with Business & Economics categories.
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
Negotiation From Theory To Practice
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Author : Jacques Rojot
language : en
Publisher: Springer
Release Date : 2016-07-27
Negotiation From Theory To Practice written by Jacques Rojot and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-07-27 with Business & Economics categories.
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.
The Handbook Of Negotiation And Culture
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Author : Michele J. Gelfand
language : en
Publisher: Stanford University Press
Release Date : 2004
The Handbook Of Negotiation And Culture written by Michele J. Gelfand and has been published by Stanford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Negotiations And Change
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Author : Thomas A. Kochan
language : en
Publisher: Cornell University Press
Release Date : 2003
Negotiations And Change written by Thomas A. Kochan and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
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."--BOOK JACKET.