Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
612-822-4611

  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
A Behavioral Theory of Labor Negotiations: The Ottoman Route to State Centralization

A Behavioral Theory of Labor Negotiations: The Ottoman Route to State Centralization

Walton, Richard E.
McKersie, Robert B.

Paperback

Series: Ilr Press Books

LaborManagementSocial Movements

ISBN10: 0875461794
ISBN13: 9780875461793
Publisher: Cornell Univ Pr
Published: Jun 15 1991
Pages: 464
Weight: 1.57
Height: 1.10 Width: 5.95 Depth: 9.25
Language: English

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.

Also in

Social Movements

View All