Strategic Negotiations A Theory of Change in Labor-Management Relations

ISBN-10: 0801486971

ISBN-13: 9780801486975

Edition: 2000

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

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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.
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Book details

List price: $29.95
Copyright year: 2000
Publisher: Cornell University Press
Publication date: 9/14/2000
Binding: Paperback
Pages: 408
Size: 6.00" wide x 9.00" long x 1.25" tall
Weight: 1.298

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
Introduction and Overview
The Challenge and Theory of Strategic Negotiationsp. 1
Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Laborp. 3
Change Strategies in the Competitiveness Era: Escape, Force, and Fosterp. 23
A Theory of Strategic Negotiationsp. 41
Thirteen Cases of Negotiated Change in Three U.S. Industriesp. 67
The Pulp and Paper Industry: Shifts in Power and Agendasp. 77
The Automobile Supply Industry: A Fiercely Competitive Contextp. 117
The Railroad Industry: A Clash of Traditions and Pressures to Changep. 167
Understanding Strategic Choicesp. 211
Strategic Decisions in Context: An Industry-Level Analysisp. 213
Negotiating Strategies: How They Are Shaped and How They Affect Outcomesp. 223
Tactical Choices and Negotiation Dynamicsp. 257
Implementing a Forcing Strategy: Tactics and Dynamicsp. 259
Implementing a Fostering Strategy: Tactics and Dynamicsp. 287
Implementing a Coordinated Forcing and Fostering Strategy: Tactics and Dynamicsp. 321
Conclusion: Value Added by the Proposed Theoryp. 339
List of Case Histories Included in the Studyp. 353
Study Methodsp. 357
Indexp. 363
Table of Contents provided by Blackwell. All Rights Reserved.
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