Estrategia empresarial en la negociación contractual en una empresa del Estado de Querétaro

Abstract

This work analyses a strategy used in Queretaro by an assembly plant, which molds polymer pieces for the industry, in its process of negotiation with the working union to make collective bargaining agreement flexible for the workers, with the purpose to widen the competitive possibilities of the plant in the national and international markets. Subjective implications were reviewed in the different moments of conflict, the final agreement, the impact in the working relations of the enterprise and the roles of the participants when facing the decision making. The documents of the enterprise were revised. The field work consisted in visits to the plant, attendance to the board meetings and gatherings where the general CEO and the workers met. The participants were interviewed in order to reconstruct the negotiation dynamic so the subjective interactions could be interpreted.