IIRA Study Groups:

The Theory and Practice of Negotiations

Coordinator:
Prof. E. Edward HERMAN
1200 Crosley Tower
University of Cincinnativ ML 0371 Cincinnati
Ohio 45221-0371
United States
Tel.: (+1-513) 321-7517
Fax: (+1 513) 321-7307
E-mail: edward.herman@uc.edu

The study group on the theory and practice of negotiations began its activities in 1983. Since then, group members have met and presented papers at most IIRA World Congresses, a number of IIRA Regional Congresses, and most national meetings of the Industrial Relations Research Association (USA).Anyone wishing to present a paper in a seminar format, report on their research activities, discuss negotiation topics or cases, or otherwise participate in the Study Group session, is invited to submit a brief proposal to Prof. Herman. The following are some of the topics of interest to members of the study group:

  • New developments on the theory and practice of negotiations.
  • Labour-management co-operation within the context of collective bargaining.
  • The teaching of negotiations.
  • Mutual gains bargaining.
  • Negotiations in multi national corporations.
  • International and crosscultural dimensions of negotiations.
  • The effects of organizational culture on the negotiation process.
  • Interdisciplinary approaches to the study of negotiations.
  • Pressures for change of the traditional negotiation process.
  • Strategic and tactical decisions in negotiations.
  • Theories of bargaining power.
  • The effects of constituencies on the behavior of negotiators.
  • Coordinated bargaining.
  • The nature of the relationship between labor and management, and its effect on the negotiation process.
  • The effects of collective bargaining on vocational training.
  • Structuring the bargaining agenda, which issues to negotiate first, which last, why?
  • The significance of linkages and tradeoffs in negotiations.
  • The Personality Factor: the interaction of different personalities at the bargaining table and its impact on the
  • bargaining process.
  • Ethics in negotiation.
  • Dispute and conflict resolution procedures and the negotiation process.

    Study Group participants will have an opportunity to share information and explore the latest developments in the field of negotiations and conflict resolutions.