Distinguishes conflict from competition in the intraorganizational context and presents a behavioral conceptualization of the conflict process. Proposes that goal incompatibility, perceived opportunity for interference, and interdependent activities among organizational subunits increase the potential for conflict. This conceptual scheme is then…

Describes the research method and the results of behavior analysis of successful negotiators during actual negotiations between union and management representatives and the behaviors that distinguish the skilled from the average negotiators. (MF)

This paper examines and assesses the behavioral content of industrial relations research in a variety of social science disciplines. The authors compare economic research on the wage and productivity consequences of unionism with psychological research on worker attitudes toward unions, sociological research on the negotiation process and conflict…