This comprehensive casebook is designed for an intensive examination of the union-management relationship throughout its major phases. Largely tracking the organization of the National Labor Relations Act, it covers the right of employees to join together for organizational purposes, the...

Introduction -- Impact of different negotiator styles -- Establishing goals and limits during the critical preparation stage -- Using the preliminary stage to establish rapport and the tone for the interaction -- Creating value through the information stage -- Claiming value through the...

Privacy issues arise regularly in employment environments. Employers frequently assert privacy rights when denying non-employee union organizers access to employment premises and limiting the distribution of union literature or the solicitation of authorization cards by current employees. On the...

Attorneys negotiate regularly, frequently on the telephone or through e-mail exchanges. Many wing it on the phone, ignoring the fact their counterparts can easily hear their verbal leaks and read their nonverbal signals associated with the pitch, pace, tone, volume, inflections, and pauses of...

In out global economy, government agencies, nongovernmental organizations, and business firms negotiate regularly on a transnational basis. Due to cultural differences, political differences, different communication styles, and similar factors, it can be more difficult to engage in such...

When persons negotiate, much of the communication involves verbal leaks and nonverbal signals which subtly disclose their true intentions. Individuals who learn to listen carefully for the precise words used and to watch for significant nonverbal signals can discover meanings that go well beyond...

When males and females negotiate with persons of the opposite sex - and people of the same sex - gender-based stereotypes may influence their interactions. Men and women often assume that males are more likely to be competitive, win-lose negotiators who want to maximize their own return. Women...

This article explores a series of Supreme Court decisions making it more difficult for disabled individuals to assert rights under the employment discrimination provisions of the Americans with Disabilities Act. The Court first held that ADA claimants must have their disabilities considered in...

When individuals negotiate, they employ many personal and intellectual skills. Over the many years I have taught Negotiation courses, I have sought to determine the factors that influence bargaining outcomes. I have found no statistically significant differences based upon the gender or race of...

This article explores the correlation between race and negotiation performance with respect to the results achieved on Negotiation course exercises. It initially discusses empirically established differences between whites and blacks that might influence bargaining encounters, and then examines...