Negotiating as Institutional Work: The Case of Labour Standards and International Framework Agreements
研究了跨组织谈判如何作为制度工作的一种形式，通过分析围绕全球劳工标准国际框架协议的三个谈判过程，揭示了制度创造、修改和停滞三种制度结果。
Although institutional work has recently attracted considerable attention from organization research, there is a surprising neglect of inter-organizational negotiations as a form of institutional work. This neglect is astonishing, since negotiations provide a unique opportunity both to study institutional change in settings characterized by diverging institutional logics and to illustrate how institutional constraints and strategic agency are linked in interaction processes. Based on a combination of the literature on institutional work and the theory of strategic negotiations, we examine in detail three illuminating negotiation processes taking place around International Framework Agreements on global labour standards. This examination reveals three types of (proto-)institutional outcomes produced by these processes: institutional creation, modification and stagnation. Whereas institutional creation and modification, albeit differing in quality, show how integrative negotiation practices of global unions might engage management in a joint endeavor for institutional change, institutional stagnation illuminates some of the pitfalls of negotiation work.