Strategy and Collective Bargaining Negotiation

By Carl M. Stevens | Go to book overview

Contents
Forewordv
Author's Prefacexi
CHAPTER I SUBJECT MATTER CONTEXT AND THE NEGOTIATION MODEL1

Subject Matter of This Inquiry, 1; Negotiation and Bargaining Distinguished, 1; Analysis Restricted to "Mature" Bargaining Relationships, 4; Periodic Agreement Conference of Central Interest, 5; Why Strike Negotiations Are Not Analyzed, 6; The Negotiation Model, 6; Conflict-Choice Theory, 7; Rules for Play of the Negotiation Game, 8; The Negotiation Process: Tactics, 8; A Note on Terminology, 9; The "Mixed" Relationship and the Negotiation Cycle, 10; Mediation: Tactics and Functions, 12.

CHAPTER II CONFLICT-CHOICE MODEL OF NEGOTIATION13

Conflict versus Nonconflict Choice, 13; The Conflict-Choice Model, 15; Why the Parties Negotiate, 16; The Statutory Obligation to Negotiate, 18; Analysis of the Process, 19; Necessary and Sufficient Conditions for an Outcome by Agreement, 21; Theoretical Determinacy of the Outcome, 22; Asymmetry in Negotiation Tactics and the Possibility of "Breakdown," 23; The Theory of Game Design, 24.

CHAPTER III RULES FOR PLAY OF THE NEGOTIATION GAME27

Rule for Beginning Each Play of the Negotiation Game: Impending Expiration of the Existing Collective Agreement, 27; The "Large" initial Bargaining Demand Rule, 32; The Minimum Demand or Maximum Offer ("Boulwareism"), 34; The "Commitment," 35; The Statutory Obligation to Bargain Collectively as an Obligation to Listen, 37; The Agenda Rule--Agenda Set by Initial Demand and Counterproposal, 38; The Negotiation Agenda and the Law, 41; Prenegotiation Conferences, 42; Additions to Initial Demands, 43; "Package" Settlements (Tentative Proposals) Rule, 44; The Bargaining Strike (Lockout) Deadline Rule, 45; Game-Variant Sequences, 47; Relevance and Efficiency of Variants in a Social Game Sequence, 48; The Problem of Historical

-vii-

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