Author(s)

Jean-François Tremblay, Sébastien Rivard, Eric Gosselin

Organizational Neuroscience Division (LAPS²), Industrial Relations Department, Université du Québec en Outaouais, Gatineau, Canada.

This paper contributes to collective bargaining research by providing a causal theoretical biological link path between negotiation behaviors and their substantive and relational results. Specifically, the role of oxytocin is described in light of the scientific knowledge that comes from organizational neurosciences, neuroeconomics and, psychology fields. The properties of the hormone, its place in neuroeconomics research and, their links with the psychology of the collective bargaining processes are discussed to determine guidelines for a new experimental protocol meant to study decision-making processes during collective bargaining. In addition, the conceptual model of strategic negotiations serves as a theoretical framework to consolidate the propositions that can be deduced from the results of the interaction processes in collective bargaining according to two dimensions of the outcome of the negotiations. Finally, the parameters of a new experimental protocol derived from the trust game are presented for the first time. This new game presents a more ecological perspective and is developed to offer a better fit with the specific domain of collective bargaining.

Collective Bargaining, Oxytocin, Trust Game, Neuroeconomics, Organizational Neurosciences

Tremblay, J.-F., Rivard, S. and Gosselin, E. (2017) Oxytocin and Collective Bargaining: Propositions for a New Research Protocol. American Journal of Industrial and Business Management, 7, 893-909. doi: 10.4236/ajibm.2017.77063.