Abstract
This study investigated the intergroup bargaining behavior and outcomes of mixed-sex groups. A bargaining situation frequently observed in industrial settings--A male union representative bargaining on the behalf of a female union constituency negotiated with a female management representative representing male upper management--was simulated in the laboratory to determine if the results of the simulation were consistent with the predictions of bargaining theory and/or with the results observed in an industrial setting. It was found that the male union representative's behavior was consistent with bargaining theory; however, the outcomes of his bargaining with the management representative contradicted bargaining theory and were consistent with the field observation. Specifically, the union representative bargained cooperatively with the management, representative but deadlocked often.
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