CONTENTS
Preface = ⅶ
Introduction and Overview = xiii
Part Ⅰ: The Challenge and Theory of Strategic Negotiations = 1
Chapter 1 Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Labor = 3
Chapter 2 Change Strategies in the Competitiveness Era: Escape, Force, and Foster = 23
Chapter 3 A Theory of Strategic Negotiations = 41
Part Ⅱ: Thirteen Cases of Negotiated Change in Three U. S. Industries = 67
Chapter 4 The Pulp and Paper Industry: Shifts in Power and Agendas = 77
Chapter 5 The Automobile Supply Industry: A Fiercely Competitive Context = 117
Chapter 6 The Railroad Industry: A Clash of Traditions and Pressures to Change = 167
Part Ⅲ: Understanding Strategic Choices = 211
Chapter 7 Strategic Decisions in Context: An Industry-Level Analysis = 213
Chapter 8 Negotiating Strategies: How They Are Shaped and How They Affect Outcomes = 223
Part Ⅳ: Tactical Choices and Negotiating Dynamics
Chapter 9 Implementing a Forcing Strategy: Tactics and Dynamics
Chapter 10 Implementing a Fostering Strategy: Tactics and Dynamics
Chapter 11 Implementing a Coordinated Forcing and Fostering Strategy: Tactics and Dynamics
Chapter 12 Conclusion: Value Added by the Proposed Theory
Appendix A: List of Case Histories Included in the Study
Appendix B: Study Methods
Index
