Based on field research at both the national and local levels, this article reconstructs the emergence of negotiated policy making in Italy in the 1990s. It argues that standard corporatist theory is totally incapable of accounting for the particular organizational mechanisms through which, at critical moments, that is, the moments in which policy change had to be introduced, consensus was mobilized among both middle-level union structures and rank-and-file workers in Italy. In fact, absent centralized organizational capacities, the Italian unions relied (...) heavily on democratic decision-making procedures. These procedures strengthened the unions' capacity to hold to their side of the bargaining in national negotiations through essentially two types of mechanisms, aggregative and deliberative. (shrink)