Negotiations and Change: From the Workplace to Society

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Major changes within and between organizations are now generally negotiated by the parties that have a stake in the consequences of the changes. This was not always so. In 1965, with A Behavioral Theory of Labor Negotiations, Richard Walton and Robert McKersie laid the analytical foundation for much of the innovation in the practice of negotiation that has occurred over the last thirty-nine years. Since that time, however, the field has undergone significant changes, and Walton and McKersie's ideas have been applied to a wide variety of situations beyond labor negotiations.Negotiations and Change represents the next generation of thinking. Experts on negotiations, management, and organizational behavior take stock of what has been learned since 1965. They extend and apply the concepts of Walton and McKersie and of other leaders in the study of negotiations to a broad range of business, professional, and personal concerns: workplace teams, conflict management systems, corporate governance, and environmental disputes. While building on those foundations, the essays demonstrate the continued robustness and relevance of Walton and McKersie's behavioral theory by suggesting ways it could be used to improve the management of change. Returning to its roots, the volume concludes with a retrospective by Richard Walton and Robert McKersie.
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Editorial Reviews

From the Publisher
"This book is an excellent resource for students, teachers, researchers, and ADR practitioners. It's certainly a worthy follow-up to McKersie and Walton's classic work. The book shows how negotiation theory is holding up amid all the changes in our society, and it even expands the theory's applicability."—Cindy Fazzi, Dispute Resolution Journal, 58:3, Aug.-Oct. 2003.

"Negotiations and Change is a terrific guide to new negotiations issues in the workplace and beyond."—Peter Cappelli, The Wharton School, University of Pennsylvania

"New forms of negotiation are being used creatively to solve problems involving the workplace, the environment, and corporate governance. Read all about it in this fine collection." —Harry Katz, Cornell University

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Product Details

  • ISBN-13: 9780801440076
  • Publisher: Cornell University Press
  • Publication date: 12/24/2002
  • Edition description: New Edition
  • Pages: 368
  • Product dimensions: 6.20 (w) x 9.00 (h) x 1.30 (d)

Meet the Author

Thomas A. Kochan is the George Maverick Bunker Professor of Management, Professor of Work and Employment Research and Engineering Systems, and Co-Director of the Sloan Institute for Work and Employment Research at MIT. He is coauthor of Labor Relations in a Globalizing World, Healing Together, Up in the Air, and The Transformation of American Industrial Relations, Second Edition, all from Cornell, and author or editor of many other books.

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Table of Contents

Introduction 1
Pt. I The Behavioral Theory of Negotiations
1 Conceptual Foundations: Walton and McKersie's Subprocesses of Negotiations 15
2 New Directions in Teaching Negotiations: From Walton and McKersie to the New Millennium 20
Pt. II Workplace Change and Tacit Negotiations
3 Changing Psychological Contracts: Implications for Human Resource Management and Industrial Relations 37
4 Changing Relations between Supervisors and Employees: From Deal Making to Strategic Negotiations 54
5 New Forms of Work Groups: Exocentric Teams 70
6 Leaning toward Teams: Divergent and Convergent Trends in Diffusion of Lean Production Work Practices 94
7 Workplace Justice, Zero Tolerance, and Zero Barriers 117
Pt. III Transformations in Labor-Management Relations
8 How Process Matters: A Five-Phase Model for Examining Interest-Based Bargaining 141
9 Collective Bargaining and Human Resource Management in Britain: Can Partnership Square the Circle? 161
10 Partnerships and Flexible Networks: Alternatives or Complementary Models of Labor-Management Relations? 189
11 The Truth about Corporate Governance 205
12 Union-Nominated Director: A New Voice in Corporate Governance 223
13 Negotiating Equality? Women, Work, and Organized Labor in the European Union 244
Pt. IV Negotiations in Other Arenas
14 Applying the Insights of Walton and McKersie to the Environmental Context 257
15 Collective Bargaining and Public Policy Dispute Resolution: Similarities and Differences 269
16 Negotiating Identity: Fist-Person Plural Subjective 279
Pt. V The Future of Negotiations
17 From the Behavioral Theory to the Future of Negotiations 301
References 315
Contributors 335
Index 343
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