1. – Professor Of Hrm, Xlri Jamshedpur.
| Received
15-Nov-2018 |
Accepted
- |
Published
15-Nov-2018 |
Abstract
In this paper, the authors narrate
the experiences of union and
management in six months long
wage negotiations to explain if
the factors that trigger a type of
behavior displayed by parties
across table are predictable and
guided by sheer rationality. The
narrative suggests that most behaviors
displayed by parties,
strategies adopted, tactics used
and roles chosen were within the
limits of rationality with very few
exceptions. While we are aware
of the determinants of the negotiated
outcome that exists in extant
literature, it is much needed
to check if the behavioral manifestations
that appear are truly
unreasonable or falsely portrayed
as irrational to reduce predictability
of party’s demand or
offer in subsequent rounds.
Locked
Subscribed
Open Access
Open Access