Case | HBS Case Collection | November 2006

Kroger Union Negotiations

by Dennis A. Yao


A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering shrinking its operations. Focuses on the impact of each negotiation on the subsequent negotiation.

Keywords: Job Cuts and Outsourcing; Wages; Management; Negotiation Participants; Negotiation Process; Negotiation Tactics;


Yao, Dennis A. "Kroger Union Negotiations." Harvard Business School Case 707-503, November 2006.