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The spectrum of options for addressing these critical talks have run the gamut from Carr’s 1968 poker analogy to Bowie’s 1985 family relationship model which goes so far as to propose that labor and management accept roles similar to husband and wife in a family and negotiate in the interests of the collective good of the entire organization. This paper will look at a hypothetical scenario described below and analyze two different management strategies for negotiating with a union that has suddenly turned hostile and deceptive.
Scenario Description
This scenario describes a small job shop machine tool company with 35 employees, most of whom are highly skilled machinists who belong to Local 999 of the International Brotherhood of Good Guys Union...
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