skip navigation

PUBLICATIONS

Register for Latest Research

Stay Informed
Register with NCJRS to receive NCJRS's biweekly e-newsletter JUSTINFO and additional periodic emails from NCJRS and the NCJRS federal sponsors that highlight the latest research published or sponsored by the Office of Justice Programs.

NCJRS Abstract

The document referenced below is part of the NCJRS Virtual Library collection. To conduct further searches of the collection, visit the Virtual Library. See the Obtain Documents page for direction on how to access resources online, via mail, through interlibrary loans, or in a local library.

 

NCJ Number: 42592 Find in a Library
Title: GAMES NEGOTIATORS PLAY (FROM COLLECTIVE BARGAINING IN THE PUBLIC SECTOR - SELECTED READINGS IN LAW ENFORCEMENT, 1977 BY R M AYRES, AND T L WHEELEN - SEE NCJ 42575)
Author(s): F L ACUFF; M VILLERE
Corporate Author: International Assoc of Chiefs of Police
United States of America
Date Published: 1977
Page Count: 10
Sponsoring Agency: International Assoc of Chiefs of Police
Alexandria, VA 22314
Format: Document
Language: English
Country: United States of America
Annotation: THIS ARTICLE DESCRIBES SOME OF THE STALLING TACTICS USED IN COLLECTIVE BARGAINING NEGOTIATIONS AND SUGGESTS MEASURES TO COUNTERACT OR AVOID THESE TACTICS.
Abstract: THESE STRATEGIES OR 'GAMES' ARE DEFINED IN TERMS OF TRANSACTIONAL ANALYSIS. IN SUCH A STRATEGY, A PERSON APPEARS TO BE DOING SOMETHING AGREEABLE ON THE SURFACE WHILE DISGUISING NEGATIVE ULTERIOR MOTIVES. SOME OF THESE GAMES ARE: 'EXPERTISE' AND 'SNOW JOB', WHICH ACHIEVE CREDIBILITY BY OVERWHELMING THE OPPONENT WITH FACTS AND FIGURES; 'SO WHAT?', A GAME TO DEEMPHASIZE THE OPPONENT'S WON CONCESSION; 'WHEAT AND CHAFF', PUTTING IN CHAFF (MINUTIE ITEMS) IN ORDER TO OBTAIN THE WHEAT (PRIORITY ITEMS); 'WOODEN LEG' AND 'BETWEEN A ROCK AND HARD PLACE', BOTH STRATEGIES TO PURPORT HELPLESSNESS; 'SADBAGGING', OR NEGOTIATING FROM A POSITION OF STRENGTH BY ESTABLISHING ONE'S OWN WEAKNESSES AND PREYING UPON THE OPPONENT'S SYMPATHY; 'BOREDOM', SIGNALED THROUGH BODY LANGUAGE WHEN OPPONENT IS MAKING HIS MOST FORCEFUL POINT; 'IF IT WEREN'T FOR YOU' WHICH SHIELDS A PARTY FROM ACKNOWLEDGING ITS OWN INADEQUACIES; AND THE 'YES, BUT' GAME, WHERE A PARTY PUTS DOWN ADVICE SOLICITED FROM THE OTHER TEAM. GENERAL STRATEGIES TO COUNTERACT THESE GAMES ARE SUGGESTED. THEY INCLUDE BEING AWARE; CULTIVATING OPENNESS; GIVING UNEXPECTED RESPONSE TO A PROVOCATION; AVOIDING EXAGGERATIONS AND PUT DOWNS; AND TURNING NEGATIVE STROKES INTO POSITIVE, COOPERATIVE STATEMENTS. IT IS ALSO SUGGESTED THAT ONE AVOID THE ROLE OF THE VICTIM BY APPEARING AT THE BARGAINING TABLE PREPARED AND THAT ONE REPLACE A SPIRIT OF PERSECUTION WITH THAT OF COOPERATION IN ORDER TO PRODUCE EFFECTIVE RESULTS.
Index Term(s): Arbitration; Attitudes; Behavior patterns; Behavioral objectives; Labor relations; Negotiation; Perception
Note: *This document is currently unavailable from NCJRS.
To cite this abstract, use the following link:
http://www.ncjrs.gov/App/publications/abstract.aspx?ID=42592

*A link to the full-text document is provided whenever possible. For documents not available online, a link to the publisher's website is provided. Tell us how you use the NCJRS Library and Abstracts Database - send us your feedback.