EFFECTS ON NEGOTIATORS OF THEIR PRIOR EXPERIENCE IN STRATEGY OR STUDY GROUPS
PITTSBURGH UNIV PA
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Sixty-six graduate business students were assigned to represent union or company according to their attitudes about industrial relations. After receiving information about a strike which had started, each S participated in joint study, unilateral study or strategy groups, then bargained with an S representing the other side who had the same prior group experience. Negotiators with study group experience needed six simulated days or less, on the average, to reach agreement. Strategy planners averaged 32.6 simulated days in negotiations, experiencing many deadlocks. In comparison to unilateral study, bilateral study primarily affected agreement about the importance of issues but not the ease of negotiations. Longer strikes produced settlements more costly to the company, but closer to the rate prevailing in comparable firms. Task-oriented negotiators reach agreements closer to this going rate.