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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 whycertain negotiations were successful while others failed, and provide guidelines to help practitioners decide which strategy or combination of strategies is best for their situation.

Nashville International Auto and Truck Show - The Nashville International Auto and Truck Show occurs each January at the Nashville Convention Center, in Nashville, Tennessee. It is part of the regular circuit of auto shows in the United States and most major manufacturers exhibit there.

Crawford Auto-Aviation Museum - The Crawford Auto-Aviation Museum, in the University Circle area of Cleveland, Ohio, is part of the Western Reserve Historical Society, and was founded by industrialist Frederick Crawford of TRW.

National auto trail - The system of National Auto Trails was an informal network of marked routes that existed in the United States and Canada in the early part of the 20th century. Marked with colored bands on telephone poles, the trails were intended to help travellers in the early days of the automobile.

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