Strategic Negotiations: A Theory of Change in Labor-management Relations
- ISBN-10
- 0801486971
- ISBN-13
- 9780801486975
- Category
- Business & Economics
- Pages
- 376
- Language
- English
- Published
- 2000
- Publisher
- Cornell University Press
- Authors
- Joel Cutcher-Gershenfeld, Robert B. McKersie, Richard E. Walton
Description
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.
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