The Effect of Preference Congruency and Vested Interest on Attitude Change and Satisfaction of Participants in a Collective Bargaining Simulation

Abstract

An empirical investigation was undertaken in an experientially oriented collective bargaining situation. A contract negotiation paradigm was developed for 79 students in an undergraduate wage and salary administration course. This paradigm utilized the concept of “vested interest” and demonstrates that this concept can be effectively incorporated into a collective bargaining game construct and, subsequently, enhance the utility of the pedagogy with respect to the maximization of experiential value. The methodology employed is presented as being composed of the psychological preparation, selection of negotiating teams, exogenous and endogenous environments, role assignments of the participants and the role of the instructor. The resultant game closely simulates the psychological environment of labor management negotiations and, consequently, is felt to significantly increase the value of the game as a teaching technique.