Strategic Negotiations: A Theory of Change in

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.

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

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

Summary

Table of Contents

Supplemental Materials