THE INFLUENCE OF NONECONOMIC FACTORS ON NEGOTIATORS.

The article presents a study that offers some empirical data on the effects of non-economic factors on the attitudes of negotiators. The negotiator attitudes measured included satisfaction with the resulting contract, satisfaction with the working relationship between the parties, and personal inclination to settle for the resulting contract. The sample was drawn from members of labor teams that were involved in contract negotiations from July 1970 to February 1971. In two negotiations both sides refused to participate, three negotiations were not concluded by the deadline for processing the data and, for unknown reasons, no data were received from the teams in the other two negotiations. The basic hypothesis tested was that the personal inclination of a negotiator toward settling for a new contract is positively related to all of the non-economic factors described above except the second, unfavorable recognition, for which a negative relationship is hypothesized.