Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust
Integrative negotiation in which employers and employees create value is a major necessity in the current challenging context. Collective labor negotiations in organizations are traditionally focused on mostly distributive issues, such as pay, working hours, and holidays. However, the current situat...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
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Frontiers Media S.A.
2021-06-01
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| Series: | Frontiers in Psychology |
| Subjects: | |
| Online Access: | https://www.frontiersin.org/articles/10.3389/fpsyg.2021.655448/full |
| _version_ | 1819106371233120256 |
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| author | Patricia Elgoibar Francisco J. Medina Martin Claes Euwema Lourdes Munduate |
| author_facet | Patricia Elgoibar Francisco J. Medina Martin Claes Euwema Lourdes Munduate |
| author_sort | Patricia Elgoibar |
| collection | DOAJ |
| description | Integrative negotiation in which employers and employees create value is a major necessity in the current challenging context. Collective labor negotiations in organizations are traditionally focused on mostly distributive issues, such as pay, working hours, and holidays. However, the current situation demands the inclusion of other issues of a potentially more integrative nature, such as telework, sustainability, and risk prevention, the enhancement of which is a major challenge for organizations. In this study, we explore the negotiation process between management and employee representatives (ERs), analyzing the roles of trust and trustworthiness. We collected data from 614 human resources managers from different organizations in 11 European countries. The results confirm that ERs who management perceive to be trustworthy have a greater influence on negotiation, particularly with regard to integrative as opposed to distributive issues, and that trust partially mediates this relationship. |
| first_indexed | 2024-12-22T02:37:05Z |
| format | Article |
| id | doaj.art-95648307438042a5941ec5a6961fc8fa |
| institution | Directory Open Access Journal |
| issn | 1664-1078 |
| language | English |
| last_indexed | 2024-12-22T02:37:05Z |
| publishDate | 2021-06-01 |
| publisher | Frontiers Media S.A. |
| record_format | Article |
| series | Frontiers in Psychology |
| spelling | doaj.art-95648307438042a5941ec5a6961fc8fa2022-12-21T18:41:45ZengFrontiers Media S.A.Frontiers in Psychology1664-10782021-06-011210.3389/fpsyg.2021.655448655448Increasing Integrative Negotiation in European Organizations Through Trustworthiness and TrustPatricia Elgoibar0Francisco J. Medina1Martin Claes Euwema2Lourdes Munduate3Department of Business, University of Barcelona, Barcelona, SpainDepartment of Social Psychology, University of Seville, Seville, SpainKU Leuven, Leuven, BelgiumDepartment of Social Psychology, University of Seville, Seville, SpainIntegrative negotiation in which employers and employees create value is a major necessity in the current challenging context. Collective labor negotiations in organizations are traditionally focused on mostly distributive issues, such as pay, working hours, and holidays. However, the current situation demands the inclusion of other issues of a potentially more integrative nature, such as telework, sustainability, and risk prevention, the enhancement of which is a major challenge for organizations. In this study, we explore the negotiation process between management and employee representatives (ERs), analyzing the roles of trust and trustworthiness. We collected data from 614 human resources managers from different organizations in 11 European countries. The results confirm that ERs who management perceive to be trustworthy have a greater influence on negotiation, particularly with regard to integrative as opposed to distributive issues, and that trust partially mediates this relationship.https://www.frontiersin.org/articles/10.3389/fpsyg.2021.655448/fullintegrative negotiationtrusttrustworthinessemployee representativesnegotiation outcomes |
| spellingShingle | Patricia Elgoibar Francisco J. Medina Martin Claes Euwema Lourdes Munduate Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust Frontiers in Psychology integrative negotiation trust trustworthiness employee representatives negotiation outcomes |
| title | Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust |
| title_full | Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust |
| title_fullStr | Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust |
| title_full_unstemmed | Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust |
| title_short | Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust |
| title_sort | increasing integrative negotiation in european organizations through trustworthiness and trust |
| topic | integrative negotiation trust trustworthiness employee representatives negotiation outcomes |
| url | https://www.frontiersin.org/articles/10.3389/fpsyg.2021.655448/full |
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