A Behavioral Theory published in 1965 remains a classic in management literature. This book was written by Robert McKersie, who was then associated with the University of Chicago as a teacher. His co- author was Richard Walton. Four sub- processes have been defined here, which explain the fundamentals behind human behavior and for talent management. The first two of these sub- processes are interlinked. They are the Distributive Bargaining and Integrative Bargaining. The first one is about how when one side gains, the other invariably loses. The other is to maintain a balance so benefits reach the maximum numbers. Another is Attitudinal Restructuring. Here, there is better understanding of how each side feels during the bargaining process. The fourth aspect is the intra- organizational part during negotiations. Due to the extensive ground covered by the book, it has aged very well even five decades on.

Source:https://mitsloan.mit.edu/ideas-made-to-matter/a-classic-negotiation-framework-still-applicable-after-50-years

Uploaded Date:14 October 2019