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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 the options for and obstacles to change. In an unusual twist Friedman describes the persistence of the traditional negotiation process by developing a dramaturgical theory in which negotiators are seen as actors who perform for teammates, constituents, and opponents. They try to convince others of their skill, loyalty, and dedication, while others expect them to play the role of opponent, representative, and leader. Friedman shows that the front-stage drama fulfills these needs and expectations, while backstage contacts between lead bargainers allow the two sides to communicate in private. The traditional labor negotiation process, he reveals, is an integrated system that allows for both private understanding and public conflict. Current efforts to change how labor and management negotiate are limited by the persistence of these roles, and are bound to fail if they do not account for the benefits as well as the flaws of the traditional rituals of negotiation. For negotiation scholars, Friedman's perspective provides an alternative to the rational-actor models that dominate the field; his dramaturgical theory is applicable to any negotiations done by groups, especially ones that face political pressures from constituents. For labor scholars, this is the first integrated theory of the negotiation process since Walton and McKersies's classic text, and one that helps unite the four elements of their model. For sociologists, the book provides an example of how a dramaturgical perspective can be used to explain the logic and persistence of a social institution. And practitioners will appreciate this explanation of why change is so difficult. Organization Studies series
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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