Mutual Gains Bargaining: A Case Study of Northern Telecom & the Communications, Energy and Paperworkers Union of Canada

This study examines the case of Northern Telecom & the Communications, Energy and Paperworkers (CEP) Union of Canada. The authors look at the North York Plant’s 1993 and 1995 negotiations, and examine what can be learned from these negotiations. What conditions are conducive to the introduction of mutual gains bargaining and what approaches can be taken to ensure the success of the process? How can unions and management can significantly change the way they work together and sustain it for the mutual benefit of all who have an interest in the outcome?