Strategic negotiations: a theory of change in labor-management relations
Walton, Richard, E.
Strategic negotiations: a theory of change in labor-management relations - Boston Harvard Business School Press 1994 - 376 p.
"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.
9780875845517
Industrial relations-United States
331.0973 WAL
Strategic negotiations: a theory of change in labor-management relations - Boston Harvard Business School Press 1994 - 376 p.
"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.
9780875845517
Industrial relations-United States
331.0973 WAL