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Author: Richard E. Walton Publisher: Cornell University Press ISBN: 9780875461793 Category : Business & Economics Languages : en Pages : 468
Book Description
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.
Author: Richard E. Walton Publisher: Cornell University Press ISBN: 9780875461793 Category : Business & Economics Languages : en Pages : 468
Book Description
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.
Author: Gideon Doron Publisher: SAGE ISBN: 1446234312 Category : Political Science Languages : en Pages : 194
Book Description
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.
Author: Richard E. Walton Publisher: Cornell University Press ISBN: 9780801486975 Category : Business & Economics Languages : en Pages : 408
Book Description
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.
Author: Alan Coddington Publisher: Routledge ISBN: 1351472275 Category : Business & Economics Languages : en Pages : 126
Book Description
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.
Author: Abhinay Muthoo Publisher: Cambridge University Press ISBN: 9780521576475 Category : Business & Economics Languages : en Pages : 378
Book Description
Graduate textbook presenting abstract models of bargaining in a unified framework with detailed applications involving economic, political and social situations.
Author: Nolan McCarty Publisher: Cambridge University Press ISBN: 9781107438637 Category : Political Science Languages : en Pages : 0
Book Description
Political Game Theory is a self-contained introduction to game theory and its applications to political science. The book presents choice theory, social choice theory, static and dynamic games of complete information, static and dynamic games of incomplete information, repeated games, bargaining theory, mechanism design and a mathematical appendix covering, logic, real analysis, calculus and probability theory. The methods employed have many applications in various disciplines including comparative politics, international relations and American politics. Political Game Theory is tailored to students without extensive backgrounds in mathematics, and traditional economics, however there are also many special sections that present technical material that will appeal to more advanced students. A large number of exercises are also provided to practice the skills and techniques discussed.
Author: Roger Fisher Publisher: Houghton Mifflin Harcourt ISBN: 9780395631249 Category : Business & Economics Languages : en Pages : 242
Book Description
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.
Author: Roderick M. Kramer Publisher: SAGE ISBN: 0803957386 Category : Language Arts & Disciplines Languages : en Pages : 365
Book Description
A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more.
Author: Richard E. Walton
Author: Richard E. Walton
Author: Gideon Doron
Author: Richard E. Walton
Author: Alan Coddington
Author: Abhinay Muthoo
Author: I. William Zartman
Author: Nolan McCarty
Author: Roger Fisher
Author: Roderick M. Kramer
Author: B. M. Jewell