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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...

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Autores principales: Elgoibar, Patricia, Medina, Francisco J., Euwema, Martin Claes, Munduate, Lourdes
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Frontiers Media S.A. 2021
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC8260828/
https://www.ncbi.nlm.nih.gov/pubmed/34248749
http://dx.doi.org/10.3389/fpsyg.2021.655448
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author Elgoibar, Patricia
Medina, Francisco J.
Euwema, Martin Claes
Munduate, Lourdes
author_facet Elgoibar, Patricia
Medina, Francisco J.
Euwema, Martin Claes
Munduate, Lourdes
author_sort Elgoibar, Patricia
collection PubMed
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.
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spelling pubmed-82608282021-07-08 Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust Elgoibar, Patricia Medina, Francisco J. Euwema, Martin Claes Munduate, Lourdes Front Psychol Psychology 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. Frontiers Media S.A. 2021-06-23 /pmc/articles/PMC8260828/ /pubmed/34248749 http://dx.doi.org/10.3389/fpsyg.2021.655448 Text en Copyright © 2021 Elgoibar, Medina, Euwema and Munduate. https://creativecommons.org/licenses/by/4.0/This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution or reproduction in other forums is permitted, provided the original author(s) and the copyright owner(s) are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms.
spellingShingle Psychology
Elgoibar, Patricia
Medina, Francisco J.
Euwema, Martin Claes
Munduate, Lourdes
Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust
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 Psychology
url https://www.ncbi.nlm.nih.gov/pmc/articles/PMC8260828/
https://www.ncbi.nlm.nih.gov/pubmed/34248749
http://dx.doi.org/10.3389/fpsyg.2021.655448
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