Strategic Negotiations A Theory of Change in Labor-Management Relations

Name: Strategic Negotiations A Theory of Change in Labor-Management Relations
Price: 7.74 USD
Availability: InStock
ISBN: 9780801486975

ISBN-10: 0801486971

ISBN-13: 9780801486975

Edition: 2000

Authors: Richard E. Walton, Joel E. Cutcher-Gershenfeld, Robert B. McKersie

List price: $31.95

30 day, 100% satisfaction guarantee!

Buy new: $25.37

Marketplace

5 new & used from $7.74

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

Description:

Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.

Book details

List price: $31.95
Copyright year: 2000
Publisher: Cornell University Press
Publication date: 10/15/2000
Binding: Paperback
Pages: 408
Size: 6.12" wide x 9.25" long x 0.83" tall
Weight: 2.002

Joel Cutcher-Gershenfeld, Professor and former Dean of the School of Labor and Employment Relations at the University of Illinois at Urbana--Champaign, is an expert on workplace innovation and served as a consultant to the UAW and the Ford Motor Company for twenty-three years.

Preface to the Paperback Edition
Preface
Introduction and Overview
The Challenge and Theory of Strategic Negotiations	p. 1
Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Labor	p. 3
Change Strategies in the Competitiveness Era: Escape, Force, and Foster	p. 23
A Theory of Strategic Negotiations	p. 41
Thirteen Cases of Negotiated Change in Three U.S. Industries	p. 67
The Pulp and Paper Industry: Shifts in Power and Agendas	p. 77
The Automobile Supply Industry: A Fiercely Competitive Context	p. 117
The Railroad Industry: A Clash of Traditions and Pressures to Change	p. 167
Understanding Strategic Choices	p. 211
Strategic Decisions in Context: An Industry-Level Analysis	p. 213
Negotiating Strategies: How They Are Shaped and How They Affect Outcomes	p. 223
Tactical Choices and Negotiation Dynamics	p. 257
Implementing a Forcing Strategy: Tactics and Dynamics	p. 259
Implementing a Fostering Strategy: Tactics and Dynamics	p. 287
Implementing a Coordinated Forcing and Fostering Strategy: Tactics and Dynamics	p. 321
Conclusion: Value Added by the Proposed Theory	p. 339
List of Case Histories Included in the Study	p. 353
Study Methods	p. 357
Index	p. 363
Table of Contents provided by Blackwell. All Rights Reserved.