A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System

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Cornell University Press, 1991 - 437 páginas
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Índice

INTRODUCTION AND THEORETICAL FRAMEWORK
1
DISTRIBUTIVE BARGAINING MODEL
11
Model of rfie Settlement Process
46
STRATEGIES AND TACTICS OF DISTRIBUTIVE
58
Commitment Tactics
82
Dilemmas of Distributive Bargaining
121
Agenda Items and Integrative Potential
127
The Integrative Process Model
137
Shifting Rewards and Punishments to Change Behavior
249
Dilemmas of Attitudinal Structuring
268
INTRAORGANIZATIONAL BARGAINING MODEL
281
A Model for Roleconflict Resolution 302
2
INTRAORGANIZATIONAL BARGAINING TACTICS 310
10
Dilemmas of Intraorganizational Bargaining 340
40
SYNTHESIS OF THE SUBPROCESSES 352
52
SOCIAL NEGOTIATIONS IN INTERNATIONAL
80

INTEGRATIVE BARGAINING TACTICS
144
Mixed Distributive and Integrative Bargaining
161
AT7ITUDINAL STRUCTURING MODEL
184
Attitudechange Theories
209
ATTITUDINAL STRUCTURING TACTICS
222
Comparative Analysis 398
98
Bibliography 421
121
Author Index 431
131
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