Abstract

The article develops an empirical study about firm-level bargaining, performed on over 700 contracts. The analysis of the content of firm-level contracts reveals a widespread trend to negotiate variable salary bonus according to the instructions descending from the contractual structure of the 1993 Protocol. This analysis, however, is framed within the context of the recent reformulation of the contractual structure, and highlights the particular needs for organizational specialization inherent to effectiveness of firm-level bargaining, as well as how, though, it could be differently articulated, depending on how the meaning of "productivity" is understood.