Strategic negotiations: a theory of change in labor-management relations

By:

Walton, Richard, E

Contributor(s):

Material type: Text

TextPublication details: Boston; Harvard Business School Press; 1994Description: 376 pISBN:

9780875845517

Subject(s):

Industrial relations-United States

DDC classification:

331.0973 WAL

Summary: "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.

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode	Item holds
Books	Gandhi Smriti Library	331.0973 WAL (Browse shelf(Opens below))	Available		150477

Total holds: 0

"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.

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