10.2190/BX4P-MFQM-EX16-0K6J BX4PMFQMEX160K6J 0 THE ZONE OF BARGAINING FOR THE PERSONNEL MANAGER 20020509 20020509 20020509 20020509 http://baywood.metapress.com/link.asp?target=contribution&id=BX4PMFQMEX160K6J 4 G. DEAN KORTGE 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.