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Front Stage, Backstage The Dramatic Structure of Labor Negotions

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ISBN-10: 0262061678

ISBN-13: 9780262061674

Edition: 1994

Authors: Raymond A. Friedman

List price: $48.00
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Raymond Friedman approaches labor negotiations with a conviction that negotiators are situated in a social network that greatly influences bargaining styles. In this carefully detailed and rigorous study of the social processes of labor negotiations, he uncovers the pressures and motivations felt by negotiators, showing why the bargaining process persists largely in its traditional form despite frequent calls for change. Friedman first focuses on the social structure of labor negotiations and the logic of the traditional negotiation process. He then looks at cases where the traditional rituals of negotiation were set aside and new forms emerged and, in the light of these examples, addresses…    
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Book details

List price: $48.00
Copyright year: 1994
Publisher: MIT Press
Publication date: 5/17/1994
Binding: Hardcover
Pages: 272
Size: 6.50" wide x 9.50" long x 0.75" tall
Weight: 1.188
Language: English

The Social Logic of the Negotiation Ritual
Defining Groups: Whose Side Are You On?
Defining Roles: Acting as Representative
Taking Charge: Acting Like a Lead Bargainer
Front Stage and Backstage
The Logic and Limits of the Traditional Process
Transforming Roles and Rituals: Case Studies in Change
Managing around Roles: New Bell Publishing
Ignoring Roles and Rituals: International Harvester
Reshaping Roles and Rituals: Midwestern University
Rejecting Mutual Gains Bargaining: Texas Bell and Western Technologies
The Logic and Limits of Change