Strategic Negotiations A Theory of Change in Labor-Management Relations

Strategic Negotiations examines the current changes in labor-management relations. The authors identify and explain three key negotiating strategies: forcing change, fostering cooperative attitudes and solutions, and 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 and paper, railroads, and 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', published 1994 under ISBN 9780875845517 and ISBN 0875845517.