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An Application of Computerized Decision Tree Models in Management-Union Bargaining

Author

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  • Frederick W. Winter

    (Department of Business Administration University of Illinois, 1206 S. Sixth Street, Champaign, Illinois 61820)

Abstract

The labor contract bargaining environment poses major challenges to the team bargaining with the union. A computerized decision tree model helped one team to develop reasonable bargaining positions that were acceptable to both management and the union. By graphically describing the gains and risks associated with alternative positions, the model enhanced communication within the team and with management.

Suggested Citation

  • Frederick W. Winter, 1985. "An Application of Computerized Decision Tree Models in Management-Union Bargaining," Interfaces, INFORMS, vol. 15(2), pages 74-80, April.
    • Handle: RePEc:inm:orinte:v:15:y:1985:i:2:p:74-80
    DOI: 10.1287/inte.15.2.74
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    Citations

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    Cited by:

    1. Gregory E. Kersten & Wojtek Michalowski & David Cray & Ian Lee, 1991. "An analytic basis for decision support in negotiations," Naval Research Logistics (NRL), John Wiley & Sons, vol. 38(5), pages 743-761, October.
    2. Ilze Zigurs & Rene Reitsma & Clayton Lewis & Roland Hübscher & Cynthia Hayes, 1999. "Accessibility of Computer-based Simulation Models in Inherently Conflict-Laden Negotiations," Group Decision and Negotiation, Springer, vol. 8(6), pages 511-533, November.
    3. Schilling, Martin S. & Mulford, Matthew, 2007. "In search of value-for-money in collective bargaining: an analytic-interactive mediation process," LSE Research Online Documents on Economics 22694, London School of Economics and Political Science, LSE Library.

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