Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of...

Organizational scholars have systematically studied the negotiation process to guide the development of general descriptive and prescriptive theory. We examine whether these theories sufficiently address the entire process, comprising the planning, bargaining, and implementation phases. We do so...