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Bargaining power is the relative ability of parties in an argumentative situation (such as bargaining, contract writing, or making an agreement) to exert influence over each other in order to achieve favourable terms in an agreement. [1]
The more value they have created, the easier this will be, [16] but research suggests that parties default very easily into positional bargaining when they try to finalize details of agreements. [17] Parties should divide value by finding objective criteria that all parties can use to justify their “fair share” of the value created.
The book begins with a chapter "Don't Bargain Over Positions" that explains the undesirable characteristics of positional bargaining, in which the negotiating parties argue over a sequence of positions. Such an argument "produces unwise outcomes", "is inefficient", and "endangers an ongoing relationship". [3]: 4–7
Distributive negotiation, compromise, positional negotiation, or hard-bargaining negotiation attempts to distribute a "fixed pie" of benefits. Distributive negotiation operates under zero-sum conditions, where it is assumed that any gain made by one party will be at the expense of the other.
Collective bargaining is a process of negotiation between employers and a group of employees aimed at agreements to regulate working salaries, working conditions, ...
A negative bargaining zone shown graphically. A negative bargaining zone may be overcome by "enlarging the pie". In integrative negotiations when dealing with a variety of issues and interests, parties that combine interests to create value reach a far more rewarding agreement. Behind every position there are usually more common interests than ...
A bargaining unit, in labor relations, is a group of employees with a clear and identifiable community of interests who is (under US law) represented by a single labor union in collective bargaining and other dealings with management. Examples are non-management professors, law enforcement professionals, blue-collar workers, and clerical and ...
These models consider the household as a single decision-making unit with common preferences, which contrasts with bargaining models that acknowledge individual member preferences.Here, the dominant earner or the head of the household is perceived to act selflessly, prioritizing decisions that cater to the well-being of the entire household.