Journal Facts

Journal
Journal of Collective Negotiations
ISSN
2167-7816 (print) 2167-7824 (electronic)
Volume
18
Issue
2
Date
6/1/1989

Article Facts

Title
RECONCILING "GETTING TO YES" AND THE BEHAVIORAL MODEL OF COLLECTIVE BARGAINING: A TWO-PIE APPROACH
DOI
10.2190/0QHY-8NXR-8KR3-RWRM
Author
LEONARD B. MANDELBAUM
Online Date
05/09/2002

Article Links

RECONCILING "GETTING TO YES" AND THE BEHAVIORAL MODEL OF COLLECTIVE BARGAINING: A TWO-PIE APPROACH

LEONARD B. MANDELBAUM

DOI: 10.2190/0QHY-8NXR-8KR3-RWRM

Abstract

Can the nonadversial problem-solving strategies of Getting to Yes (Fisher/Ury) be applied effectively in collective bargaining where, frequently, trust levels are low and power may not be equally balanced? This article is a participant/observer case study of a lengthy contract negotiation in a public hospital. While it confirms previous research about the difficulties of implementing win/win approaches, the author finds that prebargaining training of at least one party and careful selection of issues makes a difference. At least where relationships are not hostile, partial application of integrative (win/win) bargaining techniques did work.

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