Behavior as an Indication of an Opponent's Intentions in Collective Negotiations

Abstract

This study examined whether an opponent's intentions during grievance negotiations can be accurately identified from the bargaining behavior of that person. A sample of 38 paired observations were collected from officials involved in teachers' grievance negotiations, 19 school principals and their respective union opponents. Results show assertive opponents' behaviors are good indicators of intentions, particularly when the dyad is of the same sex, whereas moderate behaviors are not.