This book is the first study to deal with the various facets of coalition bargaining and with union attempts … unilaterally to impose company-wide terms on employers who have chosen not to engage in such negotiations on a voluntary basis. It … covers the fundamentals of coalition bargaining, examines the several key coalition cases, and further explores the impact of …

. Design/methodology/approach - Drawing on face theory and social role theory, the authors conduct a negotiation experiment and … negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if … gender moderates the relationship between buyer and seller FTS and negotiation outcomes. Findings - Results show that, when …

The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations … negotiation situations in which routine can develop. Following various definitions, we distinguish two dimensions of the … negotiation process: a problem solving dimension and a communication dimension which imply and determine the dimensions of our …