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Full-Text Articles in Labor Relations
Level-Of-Aspiration Theory And Initial Stance In Bargaining, Bruce K. Macmurray, Edward J. Lawler
Level-Of-Aspiration Theory And Initial Stance In Bargaining, Bruce K. Macmurray, Edward J. Lawler
Edward J Lawler
This research focuses on the effect of initial stance in bargaining. Following level-of-aspiration theory, the research examines whether the pattern of early concession making modifies the impact of tough vs. soft initial stance. The experiment manipulated opponent's concession pattern (decreasing, constant, increasing) in the early phase of bargaining within an overall tough or soft initial stance. Results indicated that a decreasing concession pattern within the early bargaining extracted larger initial concessions than a constant or increasing concession pattern. Implications for Siegel and Fouraker's (1960) level-of-aspiration theory are discussed.
Power And Tactics In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Power And Tactics In Bargaining, Samuel B. Bacharach, Edward J. Lawler
Edward J Lawler
This paper develops and tests an analytical framework for analyzing the selection of tactics in bargaining. Using a variant of power-dependence theory, the authors propose that bargainers will use different dimensions of dependence, such as the availability of alternative outcomes from other sources and the value of the outcomes at stake, to select among different tactics. To test this model, the authors conducted two simulation experiments that portrayed an employee-employer conflict over a pay raise, manipulating four dimensions of dependence: employee's outcome alternatives, employee's outcome value, employer's outcome alternatives, and employer's outcome value. Within this context, respondents estimated the likelihood …
Power Dependence In Individual Bargaining: The Expected Utility Of Influence, Edward J. Lawler, Samuel B. Bacharach
Power Dependence In Individual Bargaining: The Expected Utility Of Influence, Edward J. Lawler, Samuel B. Bacharach
Edward J Lawler
This study examines the impact of certain dimensions of dependence on the expected effectiveness of an influence attempt in a two-person bargaining situation. Assuming the role of employer, employee, or outside observer, 1,056 college students estimated the utility of an attempt by an employee to influence his employer with respect to a pay raise under various conditions of dependence. The results show that respondents attributed greatest utility to the attempt when the employee had many alternatives (other job possibilities) and valued highly the outcomes at issue (a pay raise) and when the employer had few alternatives (other workers) and ascribed …