Boundary roles

Daniel Druckman

doi:10.4324/9781003293361-14

Boundary roles

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

Abstract

The concept of a boundary role was introduced by Walton and McKersie as part of their intraorganizational model of labor-management bargaining. They define the concept in terms of two forces, a pull in the direction of the opponent’s expectations and a pull in the direction of the bargainer’s own party. They refer to these forces as conflicting expectations, which include objectives, priorities, aspirations, and behavior. Their broad treatment of these concepts is grounded in examples from diverse cases mostly involving unions. The boundary role conflict suggests two types of functions in negotiations: monitoring the other side for evidence of movement and monitoring one’s own side for evidence of preferences. These functions differ in terms of focus and information-processing. This chapter addresses these functions in terms of two general models, referred to as the negotiator as bargainer and the negotiator as representative.

Original language	English
Title of host publication	Negotiation, identity, and justice
Subtitle of host publication	pathways to agreement
Place of Publication	London ; New York
Publisher	Routledge, Taylor and Francis Group
Chapter	8
Pages	76-97
Number of pages	22
ISBN (Electronic)	9781003293361
ISBN (Print)	9781032275741, 9781032275734
DOIs	https://doi.org/10.4324/9781003293361-14
Publication status	Published - 2023

Publication series

Name	Routledge Studies in Security and Conflict Management
Publisher	Routledge

Bibliographical note

Chapter first published as an article in Journal of Conflict Resolution 21 (4) (1977): 639–662.

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10.4324/9781003293361-14

Cite this

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Boundary roles

Abstract

Publication series

Bibliographical note

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Boundary role conflict: negotiation as dual responsiveness

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