Author:
Bigoness William J.,DuBose Philip B.
Abstract
This study investigated the effects of arbitration condition and risk‐taking propensity upon bargaining behavior. Negotiators anticipating final‐offer arbitration settled more contracts, resolved more contract issues, and conceded more than did negotiators anticipating conventional arbitration. Contrary to our hypothesis, low risk‐taking propensity dyads did not settle significantly more contract issues under final‐offer arbitration than they did under conventional arbitration. Union negotiators made significantly greater concessions during the 30 minute pre‐arbitration bargaining period and conceded a greater total amount than did management negotiators. Possible explanations for these findings are presented.
Subject
Management of Technology and Innovation,Strategy and Management,Communication
Cited by
2 articles.
订阅此论文施引文献
订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献