Purpose

This study aims to identify effective behaviors in labor-management negotiation (LMN) and, on that basis, derive overarching psychological principles of successful negotiation in this important context. These empirical findings are used to develop and test a comprehensive negotiation training program.

Design/methodology/approach

Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requirements of effective LMN, resulting in 796 descriptions of single behaviors from 41 negotiation cases.

Findings

The analyses revealed 13 categories of behaviors critical to negotiation success. The findings highlight the pivotal role of the union negotiator by illustrating how they lead the negotiations with the other party while also ensuring that their own team and the workforce stand united. To provide guidance for effective LMN, six psychological principles were derived from these behavioral categories. The paper describes a six-day training program developed for LMN based on the empirical findings of this study and the related six principles.

Originality/value

This paper has three unique features: first, it examines the requirements for effective LMN based on a systematic needs assessment. Second, by teaching not only knowledge and skills but also general psychological principles of successful negotiation, the training intervention is aimed at promoting long-term behavioral change. Third, the research presents a comprehensive and empirically-based training program for LMN.

中文翻译：

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我们团结一致：基于原则的集体谈判培训

目的

本研究旨在确定劳资谈判（LMN）中的有效行为，并在此基础上得出在这一重要背景下成功谈判的总体心理原则。这些实证结果用于开发和测试全面的谈判培训计划。

设计/方法论/途径

来自世界上最大的工会之一的 27 名从业者接受了采访，以确定有效 LMN 的要求，从而从 41 个谈判案例中获得了 796 条单一行为的描述。

发现

分析揭示了 13 类对谈判成功至关重要的行为。调查结果通过说明工会谈判者如何领导与另一方的谈判，同时确保自己的团队和员工团结一致，凸显了工会谈判者的关键作用。为了为有效的 LMN 提供指导，从这些行为类别中得出了六项心理学原则。本文描述了基于本研究的实证结果和相关六项原则为 LMN 制定的为期六天的培训计划。

原创性/价值

本文具有三个独特之处：首先，它基于系统的需求评估来研究有效LMN的要求。其次，培训干预不仅教授知识和技能，还教授成功谈判的一般心理原理，旨在促进长期行为改变。第三，该研究提出了一个全面的、基于经验的 LMN 培训计划。