Foreword

Preface

Section 1 The Beginning

Why negotiate?
The Difficulty with Elections
Animus Negotiandi
Negotiations Defined and Examined
Points to Ponder

Section 2 The Parties

"Who’s Who?" 
    The Union Side 
    The Employer Side
Clarity of Parties
Points to Ponder

Section 3 The Conflict

Preconditions for Unionization
Why Employers Oppose Unionization
Ideological Clashes
Theory "U" and Theory "M"
Reconciling Philosophical Differences
Points to Ponder

Section 4 The Battlefield

Scope of Bargaining
Subjects of Bargaining
Points to Ponder

Section 5 The Battle

Weapons of Conflict
    The Union’s Weapons
    The Employer’s Weapons
    Privitization
Bargaining Power
Nonuse of Bargaining Power
Abuses of Bargaining Power
Whipsaws and Parities
Uses of Another Party’s Bargaining Power
Costs of Agreeing and Disagreeing
MAD: Mutually Assured Destruction
Points to Ponder

Section 6 The Table Process Examined

Three Dimensions to Every Team in Bilateral Negotiations
Four Bargaining Configurations 
    1. Horizontal (H) Bargaining 
    2. Internal (I) Bargaining 
    3. Vertical (V) Bargaining 
    4. Shadow (S) Bargaining
Structure of the Teams
"All Together Now"
Points to Ponder

Section 7 Multilateral Bargaining

Trilateral Bargaining
Quadrilateral Bargaining
Hydralateral Bargaining
Points to Ponder

Section 8 The Table Process Analyzed

Ritual, Game, Catharsis and Problem-solving
Hostility
Exchanging Information
Trust and Integrity
"Sunshine Bargaining"
Points to Ponder

Section 9 Preparing for Bargaining

Preparation for Bargaining
Proposal Formulation 
    Employee Proposals
    Las Vegas Mentality 
    Employee Input 
    Employer Proposals
Boulwarism
Points to Ponder

Section 10 Participation and Democracy

Democracy in the Caucus: Union 
    Employee Ratification
Democracy in the Caucus: Employer
Participation and Democracy
Points to Ponder

Section 11 The Framework for Bargaining

Meet-and-Confer: Precursor to Collective Bargaining
in the Public Sector
Collective Bargaining: Making Promises
"R-U-I"
Definition: Collective Bargaining Contract
"Cutting a Deal"
Points to Ponder

Section 12 The Continuum of Peacemaking Table Processes Impasse

Conciliation and Mediation
Mediator avec Baguette
Fact-finding, Advisory Arbitration and Special Masters
Interest Arbitration
"Last Best Offer" Interest Arbitration
The "Hard" Approaches
Med-Arb
The Power Pie
Points to Ponder

Section 13 Table Manners

Ground Rules
Location
Seating
Confidentiality
Empowerment
Time Schedules and Frequency of Sessions
Topic Agenda
Momentum
Critical Moments
Points to Ponder

Section 14 Table Talk

Spokespersons and Team Discipline
Control of the Negotiation Process
Promoting Your Position
Recorders and "B-Books"
The Persistence of Numbers
Packages, Parameters and Priorities
Symbolic Concessions
Closers and Clinchers
Points to Ponder

Section 15 Table Dynamics

Uncertainty: Creating Doubts
The Untruths That Matter
How Mediators Really Succeed
Selling a Settlement
Points to Ponder

Section 16 Table Tactics

Intentional Errors
Mutt ‘n’ Jeff
Wild-Man Steve
Will o’ the Wisp
Dotting "i’s" and Crossing "t’s"
Knowing When to Leave
Points to Ponder

Section 17 Promise Checking: Grievance Arbitration

Contract Administration: Checking the Promises
Grievance Procedure
Negotiating Grievances to Settlement
Duty of Fair Representation
Advantages of Arbitration
About Arbitrators: Selection and Cost
Industrial Jurisprudence: Progressive Discipline
Industrial Jurisprudence: Contract Interpretation
Conducting the Arbitration Hearing
Arbitrability
Expedited Arbitration
Constructive Adversarialism 
    Blurring of Roles 
    The Theory of Constructive Adversarialism 
    The Good Unions Can Do
The Fruits of Cooperation
Labor-Management Cooperation
Grievance Mediation
Grievance Med-Arb
Points to Ponder

Section 18 Concluding Comments

About This Manual
Applicability of This Manual
Dispute Resolution

Appendix I

Appendix II

Postscript

Index