October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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Chapter 4. Win-Win Negotiation: Expanding the Pie
When managers and hourly workers of Bayou Steel in LaPlace, Louisiana, sat down to negotiate a new contract in January 1993, both sides thought a strike was improbable. “I'd never have dreamed it,” said Ron Ferraro, president of United Steel Workers of America, Local 9121 (Schriefer 1995, p. 30). Bayou Steel managers went into labor talks hoping to build on the improved shop-floor relationship by using win-win negotiation. To help them with the win-win enterprise, Bayou Steel and Local 9121 enlisted the help of two facilitators from the Federal Mediation and Conciliation Services (FMCS). At first the negotiations went like clockwork, said Hank Vasquez, Bayou's president of human resources. “We ...
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