Front Stage, Backstage The Dramatic Structure of Labor Negotions

Name: Front Stage, Backstage The Dramatic Structure of Labor Negotions
Price: 13.03 USD
Availability: InStock
ISBN: 9780262061674

ISBN-10: 0262061678

ISBN-13: 9780262061674

Edition: 1994

Authors: Raymond A. Friedman

List price: $48.00

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Description:

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…

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



Acknowledgments



Introduction



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


References


Index