Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels “Distributive” and “Integrative” Should Be Retired

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Negotiation JournalVolume 31, Issue 4 p. 335-347 Dualities in Negotiation Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels “Distributive” and “Integrative” Should Be Retired James K. Sebenius, James K. SebeniusJames K. Sebenius is the Gordon Donaldson Professor of Business Administration at Harvard Business School and director of the Harvard Negotiation Project at the Program on Negotiation at Harvard Law School. His e-mail address is jsebenius@hbs.edu.Search for more papers by this author James K. Sebenius, James K. SebeniusJames K. Sebenius is the Gordon Donaldson Professor of Business Administration at Harvard Business School and director of the Harvard Negotiation Project at the Program on Negotiation at Harvard Law School. His e-mail address is jsebenius@hbs.edu.Search for more papers by this author First published: 23 October 2015 https://doi.org/10.1111/nejo.12103Citations: 4 Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinkedInRedditWechat Citing Literature Volume31, Issue4October 2015Pages 335-347 RelatedInformation