| 词条 | Boulwarism |
| 释义 |
Boulwarism was named after General Electric's former vice president Lemuel Boulware, who pioneered the strategy.[1][2] In negotiations between private parties or business Boulwarism describes a negotiation tactic where one communicates a typically initial response as their bottom line offer on which he or she will not negotiate the offer made. (In its simplest form, you see Boulwarism when a car dealership advertises "Bottom Line Pricing" on its cars and it enforces that policy. When a private party advertises a car for sale and says the advertised "price is firm," that can be Boulwarism.) In contrast to collective bargaining, between private parties Boulwarism is a lawful negotiation tactic. Nevertheless, most negotiation experts advise against using Boulwarism, because the tactic has far more detriments than benefits. (Using the above example on car sales, statistics show buyers want a discount off the advertised price.) Experts say statistics show while the person using Boulwarism may think a take-it-or-leave-it offer shows he or she is a tough negotiator or tells all concerned that "his client means business," Boulwarism may instill resentment, bitterness, or someone taking offense; it may unintentionally cut off negotiations if the offeror was bluffing about the offer being bottom line; or the tactic may result in parties walking away from the negotiations. In the 1950s negotiations with labor unions, Boulwarism was an offer which was ultimate and to which no further revisions would be made.[2] Before making the offer, the offering party would check all relevant details of the labor dispute, such as competitors' policy on similar problems and industry standards. It was commonly used to refer to "take-it or leave-it" bargaining tactics. According to Boulware, the position would be locked in, and would only be modified if new material facts or considerations came to light. Events such as a strike were not considered to be a cause to change the 'rational solution' that was already proposed.[4][5] It was part of a larger campaign which was formulated to undermine the authority and persuasiveness of union leadership.[3][4] Boulware himself suggested that it was a comprehensive education and training path {{mdash}} including a constant flow of corporate messages and documents {{mdash}} whereby the employer would try to convince both sides to not engage in conduct that was contrary to their own interests.[3][5] It is in concept an alternative to traditional collective bargaining.[2][3][12] In collective bargaining (union matters) such practices and associated tactics (Boulwarism) were found by the National Labor Relations Board to be an unfair labor practice in violation of the Wagner Act and the National Labor Relations Act on a number of different grounds, and particularly a breach of the duty to bargain in good faith, bypassing the Union and appealing to the union membership directly.[2][6][7] See also
BibliographyNotes1. ^{{cite web|url=http://whatis.techtarget.com/definition/0,,sid9_gci1062050,00.html |title = Boulwarism |accessdate=April 28, 2013}} 2. ^1 2 3 {{cite book |last1=Roberts |first1=Harold S. |title=Boulwarism |work=Roberts’ Dictionary of Industrial Relations |edition=3rd |location=Washington D.C. |publisher=Bureau of National Affairs |year=1986 |pages=76–77}} 3. ^1 2 3 {{cite journal | url=http://www.mmisi.org/ir/07_01_02/schmidt.pdf | title=The Truth About Boulwarism |first1=Emerson P. |last1=Schmidt |format=PDF |journal=The Intercollegiate Review |date=Fall 1970 |pages=63–65|accessdate=April 28, 2013 }} 4. ^{{cite journal |url=http://www.ocnus.net/cgi-bin/exec/view.cgi?archive=107&num=27377 |title=Boulwarism |first1=Rick |last1=Perlstein |journal=The New Republic |publisher=Ocnus.net |date=January 5 – April 1, 2007 |accessdate=April 28, 2013 |archive-url=https://web.archive.org/web/20131003150913/http://www.ocnus.net/cgi-bin/exec/view.cgi?archive=107&num=27377# |archive-date=2013-10-03 |dead-url=yes |df= }} 5. ^1 {{cite book |last1=Boulware |first1=Lemuel R. |title=The Truth About Boulwarism: Trying to Do Right Voluntarily |location=Washington D.C. |publisher=Bureau of National Affairs |pages=80–85 |year=1969}} 6. ^1 General Electric Co., 150 NLRB 192, 194-95, 57 LRRM 1491 (1964), enforced, 418 F.2d 736, 756-57 (2d Cir. 1969), cert. denied, 397 U.S. 965, 90 S.Ct. 995, 25 L.Ed.2d 257 (1970) 7. ^{{cite web | url=http://www.lindseywilliams.org/index.htm?Editorial_Archives/1964_12-_NLRB_Kills_Boulwarism_and_Closes_an_Era.htm~mainFrame |title=NLRB Kills Boulwarism And Closes An Era |first1=Lindsey |last1=Williams |date=December 22, 1964 |accessdate=April 28, 2013}} Sources
| url = http://whatis.techtarget.com/definition/Boulwarism | title = Boulwarism | date = January 2006 |accessdate=November 17, 2014}}
| url = http://www.mmisi.org/ir/07_01_02/schmidt.pdf | title = The Truth About Boulwarism |first1=Emerson P. |last1=Schmidt |format=PDF |journal=The Intercollegiate Review |date=Fall 1970 |pages=63–65 |accessdate=April 28, 2013}}
| title=NLRB Kills Boulwarism And Closes An Era |first1=Lindsey |last1=Williams |date=December 22, 1964 |accessdate=April 28, 2013}}
| url = http://www.kosscountry.com/2009/08/impact-of-boulwarism.html | title = The impact of "Boulwarism" |accessdate=April 28, 2013}}
| url = http://www.kosscountry.com/2009/08/impact-of-boulwarism.html | title = The impact of "Boulwarism" |accessdate=April 28, 2013}} Further reading
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