A Behavioral Theory of Labor Negotiations - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook A Behavioral Theory of Labor Negotiations write by Richard E. Walton. This book was released on 1991. A Behavioral Theory of Labor Negotiations available in PDF, EPUB and Kindle. 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.
Negotiation Behavior
Negotiation Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Negotiation Behavior write by Dean G. Pruitt. This book was released on 2013-09-11. Negotiation Behavior available in PDF, EPUB and Kindle. 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.
Russian Negotiating Behavior
Russian Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Russian Negotiating Behavior write by Jerrold L. Schecter. This book was released on 1998. Russian Negotiating Behavior available in PDF, EPUB and Kindle. Whether bargaining for strategic arms reductions, rights to drill Siberian oil fields, or an apartment in Moscow, Americans are faced across the table by a distinct Russian negotiating style. What are its chief characteristics, and how can U.S. diplomats and businesspeople best deal with it as they pursue their own objectives? Jerrold Schecter explores these questions with a wealth of personal experience as a former government official, journalist, and corporate executive. His insights, deepened by his working knowledge of the Russian language, also draw on the testimony of U.S. and former Soviet diplomats and negotiators. As he examines the historical and cultural underpinnings of contemporary Russian negotiating behavior, Schecter finds that the Bolshevik legacy remains largely intact despite the Soviet Union's demise. A step-by-step examination of the negotiating process, based on unique inside accounts from retired Soviet officials, exposes the areas of greatest continuity in Russian interests and style, as well as areas of change. Russian Negotiating Behavior also identifies counterstrategies that western negotiators can use to protect their interests, and it outlines the requirements for doing business in Russia's nascent market economy.
U.S. Negotiating Behavior
U.S. Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook U.S. Negotiating Behavior write by Nigel Quinney. This book was released on 2002. U.S. Negotiating Behavior available in PDF, EPUB and Kindle.
Bargaining Behavior
Bargaining Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Bargaining Behavior write by Donald L. Harnett. This book was released on 1980. Bargaining Behavior available in PDF, EPUB and Kindle.
