1978•Industrial and Labor Relations ReviewRequires access

Bluffing and the “Split-The-Difference” Theory of Wage Bargaining

Roger L. Bowlby, William R. Schriver

Abstract

Focuses on a study that analyzed trade-union demands and employer offers from the collective bargaining experience between the Tennessee Valley Authority (TVA) and the Tennessee Valley Trades and Labor Council. Background on collective bargaining practice at TVA; Details of the split-the-difference wage bargaining model; Discussion of the theory of differential bluffing and statistical evidence. (Abstract copyright EBSCO.)

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Key concepts: Collective bargaining, Wage, Differential (mechanical device), Wage bargaining, Economics, Labour economics, Significant difference, Bargaining power