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9780801486975

Strategic Negotiations: A Theory of Change in Labor-Management Relations

by ; ;
  • ISBN13:

    9780801486975

  • ISBN10:

    0801486971

  • Edition: Reprint
  • Format: Paperback
  • Copyright: 2000-10-01
  • Publisher: Cornell Univ Pr

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Summary

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.

Table of Contents

Preface to the Paperback Edition vii
Preface xiii
Introduction and Overview xix
Part I: The Challenge and Theory of Strategic Negotiations 1(66)
Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Labor
3(20)
Change Strategies in the Competitiveness Era: Escape, Force, and Foster
23(18)
A Theory of Strategic Negotiations
41(26)
Part II: Thirteen Cases of Negotiated Change in Three U.S. Industries 67(144)
The Pulp and Paper Industry: Shifts in Power and Agendas
77(40)
The Automobile Supply Industry: A Fiercely Competitive Context
117(50)
The Railroad Industry: A Clash of Traditions and Pressures to Change
167(44)
Part III: Understanding Strategic Choices 211(46)
Strategic Decisions in Context: An Industry-Level Analysis
213(10)
Negotiating Strategies: How They Are Shaped and How They Affect Outcomes
223(34)
Part IV: Tactical Choices and Negotiating Dynamics 257(96)
Implementing a Forcing Strategy: Tactics and Dynamics
259(28)
Implementing a Fostering Strategy: Tactics and Dynamics
287(34)
Implementing a Coordinated Forcing and Fostering Strategy: Tactics and Dynamics
321(18)
Conclusion: Value Added by the Proposed Theory
339(14)
Appendix A: List of Case Histories Included in the Study 353(4)
Appendix B: Study Methods 357(6)
Index 363

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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