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Pathways to Change: Case Studies of Strategic Negotiations

Author

Listed:
  • Joel E. cutcher-Gershenfeld

    (Michigan State University)

  • Robert B. McKersie

    (MIT)

  • Richard E. Walton

    (Harvard University)

Abstract

The authors identify and analyze the strategies for change and techniques most often used in today's labor negotiations. Nearly gone, they say, is the traditional "arms length" approach used by negotiators in the past. Instead, modern collective bargaining is characterized mainly by divergent strategies the authors characterize as either "forcing" (highly contentious) or "fostering" (highly cooperative). A dozen detailed case studies from a variety of industries are presented that show when, why and how these strategies are used, by whom, and to what result.

Suggested Citation

  • Joel E. cutcher-Gershenfeld & Robert B. McKersie & Richard E. Walton, 1995. "Pathways to Change: Case Studies of Strategic Negotiations," Books from Upjohn Press, W.E. Upjohn Institute for Employment Research, number pc, November.
  • Handle: RePEc:upj:ubooks:pc
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    Citations

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    Cited by:

    1. Mahesh Nagarajan & Yehuda Bassok, 2008. "A Bargaining Framework in Supply Chains: The Assembly Problem," Management Science, INFORMS, vol. 54(8), pages 1482-1496, August.
    2. Nagarajan, Mahesh & Sosic, Greys, 2008. "Game-theoretic analysis of cooperation among supply chain agents: Review and extensions," European Journal of Operational Research, Elsevier, vol. 187(3), pages 719-745, June.

    More about this item

    Keywords

    collective bargaining; labor-management relations; union-management relations; unions; negotiations;

    JEL classification:

    • J5 - Labor and Demographic Economics - - Labor-Management Relations, Trade Unions, and Collective Bargaining

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