Strategy and Collective Bargaining Negotiation

By Carl M. Stevens | Go to book overview

Index
Agenda (see also Prenegotiation), negotiation of, 38-44 passim, 60-61
Agreement, dimensionality and measurement bars to, 117-120 necessary and sufficient conditions for, 12, 21-22, 98, 150-151
Allen, James L., 172
Arbitration, compulsory, 53 in "pure"-bargaining game context, 113- 114
Avoidance-avoidance choice model, 7-8, 13- 26 passim
ad hoc relation of tactical entities to, 151- 152
and definition of equilibrium positions, 114-117
and functions of the deadline, 98-100
and "unnatural" games, 159-160
compared with Pen's theory, 147-152
Backman, Jules, 72, 175n
Bad faith (see also Good faith), 43, 155
Bakke, E. Wight, 167n
Bargaining and negotiation distinguished, 1- 4
Bargaining game (see also Games, Game theory), demand for change in rules of, 66-67, 120
Bargaining power and negotiation power distinguished, 81-82
Bargaining relationships, "mature," 4 mixed or symbiotic character of, 10 types of, 4-5
Berkowitz, Monroe, 171n, 172n
Bloom, Gordon F., 71, 73, 175n
Bluff, 89-94
"huge" demand as, 63
in mediation context, 131
inadvertent strike because of, 91-92
not-commitment problem in, 93-94
"Boulwareism," 34-37
Bowen, William G., 176n
Bowles, George E., 182n
Chamberlain, Neil W., 95, 166n, 168n, 169n, 173n, 174n, 178n, 181n, 182n
Changing announced negotiation positions, 104-107
Chayes, Abram, 176n
Clegg, H. A., 170n
Coercion (see also Threat, Bluff), 77-96 passim and persuasion distinguished, 58
Cole, David L., 123, 125, 182n
Coleman, John R., 4, 5, 68, 167n, 175n
Collective agreements, negotiation of and administration of distinguished, 5-6 termination dates of, 27-32
Commitment, 82-87
by nailing demands to principles, 83-84
failure due to simultaneous, 86
publicity as an aid to, 83-84
reactions of parties to, 84-85
undoing of, 94
Commons, John R., 166n
Conflict-choice theory (see Avoidance-avoidance choice model)
Contract zone (see also "Pure"-bargaining game), elimination of by contrivance, 51
manifest, 107-114 passim
mediation under, 135-139
revelation of, 11-12

-189-

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