1655167
9780801486975
Strategic Negotiations A Theory of Change in Labor-Management Relations
by Walton, Richard E., Cutcher-Gershenfeld, Joel E., McKersie, Robert B.
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Product details
- ISBN-13: 9780801486975
- ISBN: 0801486971
- Publisher: Cornell University Press
AUTHOR
SUMMARY
Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.Walton, Richard E. is the author of 'Strategic Negotiations A Theory of Change in Labor-Management Relations' with ISBN 9780801486975 and ISBN 0801486971.
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