NEGOTIATING IN A CONTEXT OF ECONOMIC CRISIS

Abstract

The research on negotiation in the last 50 years has only considered that negotiation occurs in a stable economic environment. This paper analyses negotiation in changing contexts with a focus on two aspects: first, we examine the psychological processes affecting negotiation in a changing environment, whether one of prosperity or economic crisis; second, we study collective bargaining, focusing on the role of union representatives in a context of economic crisis. The first line of research is highly experimental; the second is applied and based on field studies using interviews and focus groups