United we stand

A principle-based negotiation training for collective bargaining

Bibliographic Data

ID21620149
AuthorsMichel Mann (0000-0003-1771-4651, Leuphana University of Lüneburg, corresponding author), Marco Warsitzka (0000-0002-7254-3691, Leuphana University of Lüneburg), Joachim Hüffmeier (0000-0002-0490-7035, TU Dortmund University), Roman Trötschel (0009-0009-3817-873X, Leuphana University of Lüneburg)
Year2024
Volume35
Issue2
Pages427-452
Publication date2024-02-13
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenueInternational Journal of Conflict Management (JOURNAL)
Journal identifiersISSN: 1044-4068 • E-ISSN: 1758-8545
PublisherEmerald (PUBLISHER)
DOI10.1108/ijcma-05-2023-0088
OpenAlexW4389215139
LanguageEN
Citations received2
References cited63

Purpose This study aims to identify effective behaviors in labor-management negotiation (LMN) and, on that basis, derive overarching psychological principles of successful negotiation in this important context. These empirical findings are used to develop and test a comprehensive negotiation training program. Design/methodology/approach Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requirements of effective LMN, resulting in 796 descriptions of single behaviors from 41 negotiation cases. Findings The analyses revealed 13 categories of behaviors critical to negotiation success. The findings highlight the pivotal role of the union negotiator by illustrating how they lead the negotiations with the other party while also ensuring that their own team and the workforce stand united. To provide guidance for effective LMN, six psychological principles were derived from these behavioral categories. The paper describes a six-day training program developed for LMN based on the empirical findings of this study and the related six principles. Originality/value This paper has three unique features: first, it examines the requirements for effective LMN based on a systematic needs assessment. Second, by teaching not only knowledge and skills but also general psychological principles of successful negotiation, the training intervention is aimed at promoting long-term behavioral change. Third, the research presents a comprehensive and empirically-based training program for LMN

Empirical research · Knowledge management · Negotiation · Originality · Political science · Public relations · Applied Psychology · Computer Science · Job Satisfaction and Organizational Behavior · Labor Movements and Unions · Psychology · Social Psychology · Workplace Violence and Bullying

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Open DOIOpen Access