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- catalog contributor b3451960.
- catalog contributor b3451961.
- catalog created "1991.".
- catalog date "1991".
- catalog date "1991.".
- catalog dateCopyrighted "1991.".
- catalog description "I. Introduction and theoretical framework -- II. Distributive bargaining model. Part 1: Settlement range -- Part 2: Model of the settlement process -- III. Strategies and tactics of distributive bargaining. Part 1: Manipulating utility parameters -- Part 2: Commitment tactics -- Part 3: Dilemmas of distributive bargaining -- IV. Integrative bargaining model. Part 1: Agenda items and integrative potential -- Part 2: The integrative process model -- V. Integrative bargaining tactics. Part 1: Tactical assignments -- Part 2: Mixed distributive and integrative bargaining and its dilemmas -- VI. Attitudinal structuring model. Part 1: Relationship patterns: the goals of attitudinal structuring -- Part 2: Attitude-change theories -- VII. Attitudinal structuring tactics. Part 1: Influencing opponent's cognitions in order to change attitudes -- Part 2: Shifting rewards and punishments to change behavior -- Part 3: Dilemmas of attitudinal structuring -- VIII. Intraorganizational bargaining model. Part 1: The nature of internal conflict -- Part 2: A model for role-conflict resolution -- IX. Intraorganizational bargaining tactics. Part 1: Tactics for achieving internal consensus -- Part 2: Dilemmas of intraorganizational bargaining -- X. Synthesis of the subprocess -- XI. Social negotiations in international relations and civil rights. Part 1: Social negotiation cases -- Part 2: Comparative analysis.".
- catalog description "Includes bibliographical references (p. 421-430) and indexes.".
- catalog extent "xxvi, 437 p. :".
- catalog identifier "0875461794 :".
- catalog issued "1991".
- catalog issued "1991.".
- catalog language "eng".
- catalog publisher "Ithaca, N.Y. : ILR Press,".
- catalog subject "331.89/12 20".
- catalog subject "Collective bargaining.".
- catalog subject "HD6971.5 .W35 1991".
- catalog tableOfContents "I. Introduction and theoretical framework -- II. Distributive bargaining model. Part 1: Settlement range -- Part 2: Model of the settlement process -- III. Strategies and tactics of distributive bargaining. Part 1: Manipulating utility parameters -- Part 2: Commitment tactics -- Part 3: Dilemmas of distributive bargaining -- IV. Integrative bargaining model. Part 1: Agenda items and integrative potential -- Part 2: The integrative process model -- V. Integrative bargaining tactics. Part 1: Tactical assignments -- Part 2: Mixed distributive and integrative bargaining and its dilemmas -- VI. Attitudinal structuring model. Part 1: Relationship patterns: the goals of attitudinal structuring -- Part 2: Attitude-change theories -- VII. Attitudinal structuring tactics. Part 1: Influencing opponent's cognitions in order to change attitudes -- Part 2: Shifting rewards and punishments to change behavior -- Part 3: Dilemmas of attitudinal structuring -- VIII. Intraorganizational bargaining model. Part 1: The nature of internal conflict -- Part 2: A model for role-conflict resolution -- IX. Intraorganizational bargaining tactics. Part 1: Tactics for achieving internal consensus -- Part 2: Dilemmas of intraorganizational bargaining -- X. Synthesis of the subprocess -- XI. Social negotiations in international relations and civil rights. Part 1: Social negotiation cases -- Part 2: Comparative analysis.".
- catalog title "A behavioral theory of labor negotiations : an analysis of a social interaction system / Richard E. Walton, Robert B. McKersie.".
- catalog type "text".