A retrospective on the 'Behavioral Theory of Labor Negotiations.' (Conflict and Negotiation in Organizations: Historical and Contemporary Perspectives)

Article Abstract:

"Behavioral Theory of Labor Negotiations" has provided a framework for negotiation and its function in an organization and in social interaction. The concept of distributive and integrative bargaining presented in the book has heuristic value. The attitudinal structuring component has provided insights into social negotiations. Intraorganizational bargaining and tacit bargaining has been demonstrated. Various fields have contributed to the understanding of the framework leading to its current utility in present organizations.

Criticism and interpretation, Behaviorism (Psychology), Behaviorism

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Walton and McKersie's 'Behavioral Theory of Labor Negotiations': an industrial relations perspective

Article Abstract:

'Behavioral Theory of Labor Negotiations' is a classic of industrial psychology literature. The framework presented has varied applications across the entire social network. The book linked the practical and theoretical aspects of the organizational process, integrating theories from varied related fields. The field of industrial relations has benefited from the contributions of the book on the mixed motive nature of bargaining and the contract zone.

Evaluation

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Social psychological perspectives on the behavioral model

Article Abstract:

The book by Walton and McKersie has heuristic value for social psychologists. The concepts presented in the book have stimulated theory building in social psychology, providing researchers the opportunity to study and test distributive and integrative bargaining tactics, win-win agreements and intra-organizational bargaining wherein negotiators are both decision-makers and intermediaries.

Organizational behavior, Social psychology

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