Negotiating High Performance-Focused Partnerships
The Five Stages of Effective Labor Management Negotiations
(First Edition)
©2025, 196 pages
Paperback list price: $109.95
Cognella Direct Ebook: $92.95
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Negotiating High Performance-Focused Partnerships: The Five Stages of Effective Labor Management Negotiations investigates labor-management contract negotiations in an operational context. The textbook is designed to guide readers through five key stages of contract negotiations, aiming to align human resources and negotiation strategies with broader business objectives for optimizing workplace performance and institutional competitiveness.
The book addresses the detailed processes and dynamics of negotiations, emphasizing strategy development, meticulous planning and preparation, opening discussions, the core bargaining phase, and the crucial final stages of achieving agreements. Readers learn about building authentic union-management partnerships, interest-based bargaining for mutually beneficial outcomes, and pragmatic handling of economic packages. These topical areas are presented within the broader framework of promoting effective, high performance–focused workplace operations.
Negotiating High Performance-Focused Partnerships serves as a vital tool for those involved directly or indirectly in organizational collective bargaining and negotiations. It is ideal for courses and programs in human resource management, labor relations, and organizational behavior.
The book addresses the detailed processes and dynamics of negotiations, emphasizing strategy development, meticulous planning and preparation, opening discussions, the core bargaining phase, and the crucial final stages of achieving agreements. Readers learn about building authentic union-management partnerships, interest-based bargaining for mutually beneficial outcomes, and pragmatic handling of economic packages. These topical areas are presented within the broader framework of promoting effective, high performance–focused workplace operations.
Negotiating High Performance-Focused Partnerships serves as a vital tool for those involved directly or indirectly in organizational collective bargaining and negotiations. It is ideal for courses and programs in human resource management, labor relations, and organizational behavior.
William N. Cooke is a professor in the School of Human Resources and Labor Relations at Michigan State University, where he served as the director from 2008 to 2019. He holds a Ph.D. from the Institute of Labor and Employment Relations at the University of Illinois.
John D. Butler recently retired from Textron Inc., where he served on its Executive Leadership Team as Executive Vice President Administration and Chief Human Resources Officer. He holds a master’s degree in HR and labor relations from Michigan State University and post-graduate degree in Organizational Leadership from Oxford University.
Thomas D. Posey recently retired from Pfanstiehl as Vice President of People and Development and is Principal of Posey Associates LLC. He is a graduate of Youngstown State University, the Scenarios Programme of the University of Oxford, and the CHRO Academy of the National Academy of Human Resources.
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$92.95
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"This book is required reading for private sector labor relations professionals – it's a blueprint for conducting negotiations. I have never seen a book written about labor-management negotiations that blends organizational development theories with the practical real-life examples all woven together. It’s the collaboration of academic and business knowledge that makes this book really unique and the amount of practical information that can be immediately useful is outstanding.”
Marty Mulloy, President of Mulloy Consulting LLC, Retired VP, Labor Affairs, Ford Motor Company
“Cooke, Butler, and Posey have written an important book, unlike any other, on the nuances and dynamics of collective bargaining. Their extensive real-life experiences in negotiating contracts, consulting, and training of thousands of management and union negotiators are evident in each chapter as they carefully guide us through their 5 stages of effective labor-management negotiations. An excellent read, I highly recommend this book as essential reading to anyone engaging in union-management negotiations.”
Jim Pruitt, President of the Labor and Employment Relations Association, 2024-2025
Marty Mulloy, President of Mulloy Consulting LLC, Retired VP, Labor Affairs, Ford Motor Company
“Cooke, Butler, and Posey have written an important book, unlike any other, on the nuances and dynamics of collective bargaining. Their extensive real-life experiences in negotiating contracts, consulting, and training of thousands of management and union negotiators are evident in each chapter as they carefully guide us through their 5 stages of effective labor-management negotiations. An excellent read, I highly recommend this book as essential reading to anyone engaging in union-management negotiations.”
Jim Pruitt, President of the Labor and Employment Relations Association, 2024-2025
Listen to William N. Cooke’s interview on Close Up Radio, where he talks about his coauthored book, Negotiating High Performance-Focused Partnerships.
