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Assessing the social determinants of negotiator preferences: the case of a collective bargaining simulation.

A study was conducted to examine how the preferences of a negotiator are formed in bargaining situations in which an individual represents a group of individuals. Subjects were 53 students attending a labor-management course at Western Michigan University. A policy-capturing approach within the co...

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Published in:Journal of Psychology Vol. 129; pp. 249 - 260
Main Authors: Viswesvaran, Chockalingam, Deshpande, Satish P.
Format: Article
Published: Taylor & Francis Ltd May 1995
Online Access:View this record in EBSCOhost
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      dt: May 1995
      vid: 129
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      pub: Taylor & Francis Ltd
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        10.1080/00223980.1995.9914962
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          Viswesvaran, Chockalingam
          Deshpande, Satish P.
      su: Negotiation
      sug:
        subj: Negotiation
      ab: A study was conducted to examine how the preferences of a negotiator are formed in bargaining situations in which an individual represents a group of individuals. Subjects were 53 students attending a labor-management course at Western Michigan University. A policy-capturing approach within the context of a collective-bargaining simulation was employed, and the simulation was constructed based on the literature on industrial relations, principal-agent relations, managerial intervention, and frustration-regression mechanisms. Moreover, the use of these procedures enabled the voice mechanism that is hypothesized for unions to be tested. The findings revealed that the importance of a bargaining issue to a union negotiator was determined by member preferences, management's capacity to concede the demands, support of the national union, and management's resistance to the issue. In addition, support was found for the voice mechanism.
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    language: English
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