Does Mutual Gains Bargaining Affect Negotiator's Power?: Practitioners' Perceptions of the Affect of Mutual Gains Bargaining on Their Power in Labor/Management Negotiations

27 Pages Posted: 20 Mar 2002

See all articles by Terry Conry

Terry Conry

Ohio University, School of Interpersonal Communication

Claudia L. Hale

Ohio University, Department of Interpersonal Communication

Abstract

Power is a concept that is frequently used in discussing the negotiations process. Scholars have characterized power as many things: a unit of economic value, a personal skill, a vestige of rank, and a range of more subtle forces. It is equally important to consider how practicing negotiators view power. This study investigates practitioners' views of power in the context of mutual gains bargaining to determine if an integrative negotiations process affects power in the labor/management negotiations process. Trust is a central issue in mutual gains labor negotiations. Practitioners surveyed in this study report on their experiences with trust or lack or trust in bargaining.

Keywords: Bargaining, power, trust

Suggested Citation

Conry, Terry and Hale, Claudia L., Does Mutual Gains Bargaining Affect Negotiator's Power?: Practitioners' Perceptions of the Affect of Mutual Gains Bargaining on Their Power in Labor/Management Negotiations. IACM 15th Annual Conference. Available at SSRN: https://ssrn.com/abstract=304603 or http://dx.doi.org/10.2139/ssrn.304603

Terry Conry (Contact Author)

Ohio University, School of Interpersonal Communication ( email )

1 Riverside Drive
Athens, OH 45701
United States

Claudia L. Hale

Ohio University, Department of Interpersonal Communication ( email )

Lasher Hall 203
Athens, OH 45701
United States
(740)593-9168 (Phone)

Register to save articles to
your library

Register

Paper statistics

Downloads
291
rank
98,927
Abstract Views
2,689
PlumX Metrics