Publications
Publications

Dualities in Negotiation: Introduction

By: James K. Sebenius
  • Format:Print
  • | Pages:2
ShareBar

Abstract

Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three important "dualities" in negotiation: integrative v. distributive bargaining, attitudinal v. substantive (re)structuring, and intra-organizational v. inter-organizational bargaining. This short article introduces and comments on essays that evaluate and discuss these dualities.

Keywords

Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions

Citation

Sebenius, James K. "Dualities in Negotiation: Introduction." Negotiation Journal 31, no. 4 (October 2015): 333–334.

About The Author

James K. Sebenius

Negotiation, Organizations & Markets
More Publications

More from the Author