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A close look at fundamental changes in U.S. industrial relations provides fertile ground for extending negotiations theory. Preliminary evidence is presented from case studies on changing patterns of negotiations in the railroad, paper, and auto-supply industries. The research extends our understanding of: 1) relations that become dominated by increasingly integrative or increasingly distributive frames of reference; 2) the ways in which cooperation depends on conflict; 3) shifts from periodic to nearly continuous modes of negotiations; 4) shifts from bilateral to multilateral relations; and 5) the process by which parties bargain over how to bargain.

Negotiating Transformation: Bargaining Lessons Learned From the Transformation of Employment Relations.