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Robert B. McKersie
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Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2023) 39 (3): 279–296.
Published: 31 August 2023
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Abstract
View articletitled, Applying Negotiation Theory to the Interrogation of Detainees
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for article titled, Applying Negotiation Theory to the Interrogation of Detainees
This article seeks to apply negotiation concepts to the interrogation of detainees. Specifically, Richard Walton and I worked on a project sponsored by the Intelligence Science Board (ISB) to develop protocols for interrogation that would take the high road and be true to our human values. We focus on “The Man in the Snow White Cell” — a true story that took place during the Vietnam War, with the arrest of a high‐level intelligence officer (Tai) serving the North Vietnamese espionage forces. The analysis highlights the failure of either torture or superficial kindness to deliver results and outlines the elements of a constructive approach—one that would have been both more morally acceptable and more likely to deliver results. A mutual gains process using the forcing and fostering strategies would have been such an approach.
Journal Articles
The 1960s Civil Rights Movement and Black Lives Matter: Social Protest from a Negotiation Perspective
Open AccessPublisher: Journals Gateway
Negotiation Journal (2021) 37 (3): 301–323.
Published: 20 August 2021
Abstract
View articletitled, The 1960s Civil Rights Movement and Black Lives Matter: Social Protest from a Negotiation Perspective
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for article titled, The 1960s Civil Rights Movement and Black Lives Matter: Social Protest from a Negotiation Perspective
Today’s Black Lives Matter movement rests on the foundation of the civil rights movement of the 1960s and lessons from that earlier period are relevant to advancing racial justice today. Both movements provide rich material for understanding how social protests can be viewed as negotiation stories. This article uses a negotiations lens to (1) interpret key events and features of these two movements and (2) suggest how the current movement might be sustained in ways that advance racial justice.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2019) 35 (1): 93–97.
Published: 29 January 2019
Journal Articles
Reflections on Negotiation Theory, Practice, and Education: A Robust Record and New Opportunities
Open AccessPublisher: Journals Gateway
Negotiation Journal (2015) 31 (4): 491–499.
Published: 23 October 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2012) 28 (4): 475–488.
Published: 26 September 2012
Abstract
View articletitled, The Day‐to‐Day Life of a Dean: Engaging in Negotiations and negotiations
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for article titled, The Day‐to‐Day Life of a Dean: Engaging in Negotiations and negotiations
This article analyzes the negotiating strategies and tactics that proved useful during my eight‐year stint as dean of the New York State School of Industrial and Labor Relations during the 1970s. David Lax and James Sebenius have paved the way with their pioneering work on The Manager as Negotiator . By taking this perspective to the academic setting, I have identified a portfolio of tactics that are helpful in understanding how an administrator operates in a complex environment. The examples presented in this article help flesh out the standard categories of distributive and integrative bargaining as well as forcing and fostering strategies for implementing change.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2004) 20 (1): 5–11.
Published: 01 January 2004
Abstract
View articletitled, Interest-Based Negotiations in a Transformed Labor–Management Setting
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for article titled, Interest-Based Negotiations in a Transformed Labor–Management Setting
The authors introduce a group of essays that evolved from a March 2003 symposium on the path-breaking new partnership and use of interest-based negotiation (IBN) at Kaiser Permanente (KP), one of the largest integrated health care programs in the United States. They briefly trace the history of the IBN approach (both success stories and failures); the growth of this phenomenon; and its use in collective bargaining settings. The KP case, the focus of the symposium (which was jointly sponsored by MIT's Institute for Work and Employment Relations and Harvard's Program on Negotiation), is by far the largest instance of the use of IBN in U.S. labor relations history.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2004) 20 (1): 47–64.
Published: 01 January 2004
Abstract
View articletitled, Taking Stock of the Kaiser Permanente Partnership Story
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for article titled, Taking Stock of the Kaiser Permanente Partnership Story
The success of the 2000 interest-based contract negotiation at Kaiser Permanente (KP) does not mean that future challenges to this approach to negotiation have evaporated. Among the factors that contributed to the success thus far were: establishing buy-in to what was a new approach for many people; effective coordination in a complex environment; deadline pressure; managing internal negotiations; effective leadership; an investment in training; facilitation; creative brainstorming; and establishing ground rules. In addition to reviewing the KP experience, the authors focus on lessons learned and guidelines for future negotiations, as well as the role of interest-based processes in an organization's daily routine.
Journal Articles
Kaiser Permanente: Using Interest-Based Negotiations to Craft a New Collective Bargaining Agreement
Open AccessPublisher: Journals Gateway
Negotiation Journal (2004) 20 (1): 13–35.
Published: 01 January 2004
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Abstract
View articletitled, Kaiser Permanente: Using Interest-Based Negotiations to Craft a New Collective Bargaining Agreement
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for article titled, Kaiser Permanente: Using Interest-Based Negotiations to Craft a New Collective Bargaining Agreement
Building on a new labor–management partnership, Kaiser Permanente and its nearly seventy thousand union employees negotiated a five-year contract agreement in 2000 based on the principles of “interest-based negotiations.” The people who made this remarkable achievement happen as well as the historic background of the case are described and analyzed. A key element to the success of this initiative was the back-and-forth work of many different groups, including joint labor–management committee, coalitions of unions, bargaining task groups focused on particular subject areas, and local and national leaders of the company and its unions. Using illustrative comments from actual participants in this complex, nearly year-long negotiation process, the authors explore how the parties crafted their agreement.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1999) 15 (2): 113–115.
Published: 01 April 1999
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1998) 14 (4): 313–317.
Published: 01 October 1998
Journal Articles
What Would You Do about the Bill for Dinner?
Open AccessPublisher: Journals Gateway
Negotiation Journal (1997) 13 (4): 315–325.
Published: 01 October 1997
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1997) 13 (4): 363–368.
Published: 01 October 1997
Abstract
View articletitled, Teaching Negotiation Theory and Skills Over the Internet
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for article titled, Teaching Negotiation Theory and Skills Over the Internet
Negotiating on‐line is becoming an increasingly common phenomenon in the workplace. The medium of the Internet also offers promising opportunities for negotiation educators to reach out to participants that might otherwise be unable to attend a seminar. The authors used the Internet to teach negotiation theory and skills during a seven‐week seminar that was conducted completely over the World Wide Web. This experiment revealed several advantages and difficulties likely to arise in the conduct of “distance learning” for topics in negotiation. The authors reflect on how they would organize the seminar differently, should they do it again, and offer suggestions for others organizing courses using the Internet.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1997) 13 (2): 109–118.
Published: 01 April 1997
Journal Articles
What Would You Do—On the Back of a Camel?
Open AccessPublisher: Journals Gateway
Negotiation Journal (1997) 13 (1): 13–15.
Published: 01 January 1997
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1992) 8 (4): 319–330.
Published: 01 October 1992
Journal Articles
Getting to ‘No’
Open AccessPublisher: Journals Gateway
Negotiation Journal (1992) 8 (1): 31–32.
Published: 01 January 1992
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1989) 5 (3): 213–218.
Published: 01 July 1989
Journal Articles
Correspondence
Open AccessPublisher: Journals Gateway
Negotiation Journal (1989) 5 (2): 197–198.
Published: 01 April 1989
Journal Articles
Tis Better to Confer Than to Decide
Open AccessPublisher: Journals Gateway
Negotiation Journal (1987) 3 (4): 329–332.
Published: 01 October 1987
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1987) 3 (1): 17–19.
Published: 01 January 1987
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