It takes two to tango. Management and European company agreements

Abstract

European negotiations are a relatively new and dynamic phenomenon of company-level industrial relations. Research thus far has mainly focused on the employee and trade union side. This contribution deals with the role of management. Based on case study research, it analyses management’s motivations and negotiation strategies in initiating and implementing European company-level agreements. The research shows that only in very few cases is the employee side able to force central management to the European negotiation table by organizing effective transnationally coordinated collective action or protests. As a rule, negotiations at European company level are only possible if management itself has a manifest interest in regulating certain issues at European level. In these cases, management’s interest in negotiations opens up room for manoeuvre for the employee side as regards not only the content of the agreement, but also the negotiation process itself and its participants.