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Intraorganizational bargaining: The ...

Turner, Dudley Barlow.

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Intraorganizational bargaining: The effect of goal congruence and trust on negotiator's strategy use.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Intraorganizational bargaining: The effect of goal congruence and trust on negotiator's strategy use./
Author:	Turner, Dudley Barlow.
Description:	220 p.
Notes:	Source: Dissertation Abstracts International, Volume: 50-03, Section: A, page: 0573.
Contained By:	Dissertation Abstracts International50-03A.
Subject:	Speech Communication. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=8912008

Intraorganizational bargaining: The effect of goal congruence and trust on negotiator's strategy use.
Turner, Dudley Barlow.

Intraorganizational bargaining: The effect of goal congruence and trust on negotiator's strategy use. - 220 p.

Source: Dissertation Abstracts International, Volume: 50-03, Section: A, page: 0573.

Thesis (Ph.D.)--Purdue University, 1988.

The interaction between the negotiator and bargaining team members in an attempt to achieve consensus, called intraorganizational bargaining, is the focus of this study. Strategies of intraorganizational bargaining from various theorists were developed into a coding system. The levels of trust and goal congruence between the negotiator and team members were manipulated in order to examine the negotiator's strategy use in these situations varying the level of role conflict.Subjects--Topical Terms:

1017408
Speech Communication.

Intraorganizational bargaining: The effect of goal congruence and trust on negotiator's strategy use.
LDR:02706nam 2200313 4500 001 1398258
005 20110908142939.5
008 130515s1988 ||||||||||||||||| ||eng d
035 $a (UMI)AAI8912008
035 $a AAI8912008
040 $a UMI $c UMI
100 1 $a Turner, Dudley Barlow. $3 1677139
245 1 0 $a Intraorganizational bargaining: The effect of goal congruence and trust on negotiator's strategy use.
300 $a 220 p.
500 $a Source: Dissertation Abstracts International, Volume: 50-03, Section: A, page: 0573.
500 $a Major Professor: Linda L. Putnam.
502 $a Thesis (Ph.D.)--Purdue University, 1988.
520 $a The interaction between the negotiator and bargaining team members in an attempt to achieve consensus, called intraorganizational bargaining, is the focus of this study. Strategies of intraorganizational bargaining from various theorists were developed into a coding system. The levels of trust and goal congruence between the negotiator and team members were manipulated in order to examine the negotiator's strategy use in these situations varying the level of role conflict.
520 $a The study examines the role of the negotiator as representative of constituents instead of simply an individual interacting with another individual. A model of intraorganizational bargaining is forwarded.
520 $a Subjects were allowed to interact freely with constituents as well as the opposing negotiator. The simulated teacher-school board negotiations were audio recorded and transcribed so that communicative strategies and tactics could be analyzed. Intraorganizational bargaining strategies were grouped into substantive expectations, behavioral expectations and inward representation.
520 $a Results show that the level of negotiator-constituent goal congruence has an effect on negotiator strategy use during caucuses, such that high goal congruence increases the use of "raise aspirations" and "support team proposal" strategies during caucuses and more party representing statements during bargaining. High trust led to more use of "raise aspiration" and "defend/clarify own proposal" strategies, more self representing and less party representing statements. Goal aspirations were affected most by low goal congruence. There were no effects due to the interaction of goal congruence and trust.
520 $a Implications of this study are discussed and suggestions for future research are given.
590 $a School code: 0183.
650 4 $a Speech Communication. $3 1017408
650 4 $a Sociology, Industrial and Labor Relations. $3 1017858
690 $a 0459
690 $a 0629
710 2 $a Purdue University. $3 1017663
773 0 $t Dissertation Abstracts International $g 50-03A.
790 1 0 $a Putnam, Linda L., $e advisor
790 $a 0183
791 $a Ph.D.
792 $a 1988
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=8912008