Journal Facts

Journal
Journal of Collective Negotiations
ISSN
2167-7816 (print) 2167-7824 (electronic)
Volume
11
Issue
4
Date
12/1/1982

Article Facts

Title
THE ZONE OF BARGAINING FOR THE PERSONNEL MANAGER
DOI
10.2190/BX4P-MFQM-EX16-0K6J
Author
G. DEAN KORTGE
Online Date
05/09/2002

Article Links

THE ZONE OF BARGAINING FOR THE PERSONNEL MANAGER

G. DEAN KORTGE

DOI: 10.2190/BX4P-MFQM-EX16-0K6J

Abstract

This article demonstrates by practical example how marketing physical distribution concepts are applied to the personnel management theory of employee job satisfaction. The payoff-tolerance function and its "zone of acceptance" concept is applied to equity theory and its "line of satisfaction" concept to synthesize an employee's job "satisfaction-tolerance range." The job satisfaction-tolerance range is used to synthesize a new "area of satisfaction" for the establishment of appropriate wage rate ranges and to synthesize the "zone of bargaining" for the conduction of collective bargaining negotiations. These new conceptual models provide the personnel manager with the requisite skills to establish appropriate wage rate ranges and to reach collective bargaining agreements based on employee input-output requirements that will provide for employee job satisfaction.

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