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• catalog abstract "Strategic Negotiations identifies three fundamental negotiating strategies that are being used to effect changes in labor-management relations. The first, called forcing, involves making labor accept unwanted substantive terms while simultaneously reducing the union's influence in the workplace. This strategy carries severe risks, including uncontrolled escalation, defeat, and a legacy of intergroup distrust. In contrast, the second strategy of fostering emphasizes finding solutions to common problems and building trust and consensus between the parties. A major risk with fostering is that difficult problems may not be addressed for fear of straining the new relationship. The third strategy, escape, entails withdrawing from the negotiating relationship altogether by physically transferring operations to another location. Using detailed case studies of individual firms and entire industries to analyze the tactical advantages and risks of each approach, the authors ultimately recommend a mixed strategy of forcing and fostering. Part I of Strategic Negotiations reviews the contemporary labor-management landscape and presents the authors' theory about how the strategies are being used to reshape relationships between American management and labor. Part II offers case histories of thirteen companies drawn from the pulp and paper, auto supply, and railroad industries to illustrate that theory. Part III examines the case studies in greater depth to assess the influences on the negotiators and their ensuing strategic choices, and Part IV identifies the specific tactics companies use to implement their negotiating strategies. Throughout the book, the authors note evidence that explains why certain negotiations were successful while others failed, and provide guidelines to help practitioners decide which strategy or combination of strategies is best for their situation. While labor and management must continue to attend to their different and often conflicting interests, each must give equal or greater attention to the parties' common interests to survive in today's competitive business arena. By establishing a clear framework for understanding how the U.S. labor market is evolving, Strategic Negotiations offers the parties a way to address both their differences and their expanding mutual interests.".
• catalog contributor b6867579.
• catalog contributor b6867580.
• catalog contributor b6867581.
• catalog created "c1994.".
• catalog date "1994".
• catalog date "c1994.".
• catalog dateCopyrighted "c1994.".
• catalog description "Includes bibliographical references and index.".
• catalog description "Strategic Negotiations identifies three fundamental negotiating strategies that are being used to effect changes in labor-management relations. The first, called forcing, involves making labor accept unwanted substantive terms while simultaneously reducing the union's influence in the workplace. This strategy carries severe risks, including uncontrolled escalation, defeat, and a legacy of intergroup distrust. In contrast, the second strategy of fostering emphasizes finding solutions to common problems and building trust and consensus between the parties. A major risk with fostering is that difficult problems may not be addressed for fear of straining the new relationship. The third strategy, escape, entails withdrawing from the negotiating relationship altogether by physically transferring operations to another location.".
• catalog description "Throughout the book, the authors note evidence that explains why certain negotiations were successful while others failed, and provide guidelines to help practitioners decide which strategy or combination of strategies is best for their situation. While labor and management must continue to attend to their different and often conflicting interests, each must give equal or greater attention to the parties' common interests to survive in today's competitive business arena. By establishing a clear framework for understanding how the U.S. labor market is evolving, Strategic Negotiations offers the parties a way to address both their differences and their expanding mutual interests.".
• catalog description "Using detailed case studies of individual firms and entire industries to analyze the tactical advantages and risks of each approach, the authors ultimately recommend a mixed strategy of forcing and fostering. Part I of Strategic Negotiations reviews the contemporary labor-management landscape and presents the authors' theory about how the strategies are being used to reshape relationships between American management and labor. Part II offers case histories of thirteen companies drawn from the pulp and paper, auto supply, and railroad industries to illustrate that theory. Part III examines the case studies in greater depth to assess the influences on the negotiators and their ensuing strategic choices, and Part IV identifies the specific tactics companies use to implement their negotiating strategies.".
• catalog description "pt. I. The Challenge and Theory of Strategic Negotiations. Ch. 1. Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Labor. Ch. 2. Change Strategies in the Competitiveness Era: Escape, Force, and Foster. Ch. 3. A Theory of Strategic Negotiations -- pt. II. Thirteen Cases of Negotiated Change in Three U.S. Industries. Ch. 4. The Pulp and Paper Industry: Shifts in Power and Agendas. Ch. 5. The Automobile Supply Industry: A Fiercely Competitive Context. Ch. 6. The Railroad Industry: A Clash of Traditions and Pressures to Change -- pt. III. Understanding Strategic Choices. Ch. 7. Strategic Decisions in Context: An Industry-Level Analysis. Ch. 8. Negotiating Strategies: How They Are Shaped and How They Affect Outcomes -- pt. IV. Tactical Choices and Negotiating Dynamics. Ch. 9. Implementing a Forcing Strategy: Tactics and Dynamics. Ch. 10. Implementing a Fostering Strategy: Tactics and Dynamics.".
• catalog extent "xviii, 376 p. :".
• catalog identifier "0875845517 (alk. paper) :".
• catalog issued "1994".
• catalog issued "c1994.".
• catalog language "eng".
• catalog publisher "Boston, Mass. : Harvard Business School Press,".
• catalog spatial "United States.".
• catalog subject "331/.0973 20".
• catalog subject "HD8072.5 .W35 1994".
• catalog subject "Industrial relations United States.".
• catalog subject "Industrial relations.".
• catalog tableOfContents "pt. I. The Challenge and Theory of Strategic Negotiations. Ch. 1. Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Labor. Ch. 2. Change Strategies in the Competitiveness Era: Escape, Force, and Foster. Ch. 3. A Theory of Strategic Negotiations -- pt. II. Thirteen Cases of Negotiated Change in Three U.S. Industries. Ch. 4. The Pulp and Paper Industry: Shifts in Power and Agendas. Ch. 5. The Automobile Supply Industry: A Fiercely Competitive Context. Ch. 6. The Railroad Industry: A Clash of Traditions and Pressures to Change -- pt. III. Understanding Strategic Choices. Ch. 7. Strategic Decisions in Context: An Industry-Level Analysis. Ch. 8. Negotiating Strategies: How They Are Shaped and How They Affect Outcomes -- pt. IV. Tactical Choices and Negotiating Dynamics. Ch. 9. Implementing a Forcing Strategy: Tactics and Dynamics. Ch. 10. Implementing a Fostering Strategy: Tactics and Dynamics.".
• catalog title "Strategic negotiations : a theory of change in labor-management relations / Richard E. Walton, Joel Cutcher-Gershenfeld, and Robert B. McKersie.".
• catalog type "text".