TITLE:
Oxytocin and Collective Bargaining: Propositions for a New Research Protocol
AUTHORS:
Jean-François Tremblay, Sébastien Rivard, Eric Gosselin
KEYWORDS:
Collective Bargaining, Oxytocin, Trust Game, Neuroeconomics, Organizational Neurosciences
JOURNAL NAME:
American Journal of Industrial and Business Management,
Vol.7 No.7,
July
7,
2017
ABSTRACT: This paper contributes to
collective bargaining research by providing a causal theoretical biological
link path between negotiation behaviors and their substantive and relational
results. Specifically, the role of oxytocin is described in light of the
scientific knowledge that comes from organizational neurosciences,
neuroeconomics and, psychology fields. The properties of the hormone, its place
in neuroeconomics research and, their links with the psychology of the
collective bargaining processes are discussed to determine guidelines for a new
experimental protocol meant to study decision-making processes during collective
bargaining. In addition, the conceptual model of strategic negotiations serves
as a theoretical framework to consolidate the propositions that can be deduced
from the results of the interaction processes in collective bargaining
according to two dimensions of the outcome of the negotiations. Finally, the
parameters of a new experimental protocol derived from the trust game are
presented for the first time. This new game presents a more ecological
perspective and is developed to offer a better fit with the specific domain of
collective bargaining.