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bargaining
The authors compare the changes to collective agreements in 19 cases that used interest-based bargaining and the changes to agreements in 19 cases that used more traditional forms of negotiation.
      
Supplemental Joint Brainstorming: Navigating Past the Perils of Traditional Bargaining
      
Though decision makers in many domains use bargaining as their primary approach to negotiation, it has limited efficacy in multi-issue, nonquantifiable transactions.
      
Nevertheless, many negotiators use back-and-forth bargaining rather than other approaches.
      
The author explicates reasons for this choice and describes "supplemental joint brainstorming," an innovative strategy to supplement the institutionally-entrenched bargaining approach to negotiation with interest-based negotiation.
      
Bargaining Styles and Negotiation: The Thomas-Kilmann Conflict Mode Instrument in Negotiation Training
      
Many negotiation courses and executive training programs cover the subject of bargaining styles.
      
The author has used the TKI extensively in teaching executives about bargaining styles, and discusses the strengths and weaknesses of it as a teaching aid.
      
Finally, he provides thumbnail sketches of typical bargaining behavior exhibited by people with very strong and very weak predispositions for each of the five conflict modes.
      
Reverse Bargaining: Some Oddities That Illustrate the "Rules"
      
Unions striking for lower wages? Buyers seeking higher prices? Such cases of counter-intuitive or paradoxical bargaining strategy and behavior prove useful in refining the concepts and statement of negotiation theory.
      
In this model parties are concerned with policy outcomes but choose party positions both with a view to electoral consequences and as a basis for coalition bargaining.
      
Democracy, accountability, and coalition bargaining
      
In the event history analyses of government survival, I control for variables pertaining to the bargaining environment, bargaining complexity, and the ideological diversity of the governments.
      
It measures the loadings of single parties within coalitions and, subsequently, influences their interactions and bargaining tactics.
      
It also facilitates understanding and explaining the role of courts, as well as legislatures and executives, in conducting the interactions and bargaining that result in policy change.
      
We delineate a relation between the bargaining power of the acquiring firm and the takeover incentives.
      
It examines the occurrence of theoretically relevant provisions in collective bargaining agreements in the United States and finds they are related to a contract-level proxy for idiosyncrasy (based on bargaining structure) as predicted by the theory.
      
The Feeble Strength of One Interdependence, Strategic Interaction, and the Decentralization of Collective Bargaining
      
This paper contributes to research examining class formation processes among capitalists by analyzing the fracturing of multiemployer collective bargaining associations in the U.S.
      
 

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