Case | HBS Case Collection | January 2005 (Revised February 2005)

Ray Rogers and the Corporate Campaign (A)

by James K. Sebenius and Michael A. Wheeler


Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental aspects of negotiation analysis, strategy, and tactics. A rewritten version of an earlier case.

Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States;


Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)