Exercise | April 1996 (Revised May 2008)

Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information

by Kathleen L. McGinn and Victoria Medvec

Abstract

ncludes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.

Keywords: Inflation and Deflation; Compensation and Benefits; Wages; Working Conditions; Management; Negotiation Process; Labor and Management Relations;

Citation:

McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information." Harvard Business School Exercise 396-324, April 1996. (Revised May 2008.)