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Well-known member
- Joined
- Dec 21, 2001
- Posts
- 6,137
To truly understand the psychology that many mainline pilots have bought off on, pick up a book on Interest Based Bargaining, or just read about the subject on the net. Try to find the 1960's sources when the concept was first thought up (and before they put purfume on it by calling it distributive bargaining).
The nutshell reference is that IBB was management's recognition that union members were not rational and would negotiate based on prejudice, envy and the entire range of human vices. Management was perfect and wanted to negotiate only on objective numbers to maximize performance. With these concepts in place, management could put money on the table, leaving it to the union members to allocate those resources. Rather than fighting management, union members would fight each other over who got what.
Best I can tell, it works like a charm for airline management. We even carry on the fight between ourselves outside of Section 6.
The nutshell reference is that IBB was management's recognition that union members were not rational and would negotiate based on prejudice, envy and the entire range of human vices. Management was perfect and wanted to negotiate only on objective numbers to maximize performance. With these concepts in place, management could put money on the table, leaving it to the union members to allocate those resources. Rather than fighting management, union members would fight each other over who got what.
Best I can tell, it works like a charm for airline management. We even carry on the fight between ourselves outside of Section 6.