Adam Baxter Co./Local 190: 1985 Negotiation, Local 190 Confidential Information

Case Solution

Victoria Medvec, Kathleen L. McGinn
Harvard Business School ()

It includes a series of three negotiation exercises that describe the relationships between management and ABC employees over a seven-year period. ABC, originally a family business, prided itself on its cooperative relationship with its Local 190 union. With inflation exploding in the 1970s, the administration considered drastic changes. Management and workers would go through a series of negotiations on wages, benefits and working conditions at ABC’s main facility in Deloitte, Iowa.

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