Author : Richard E. Walton
Publisher : Cornell University Press
Page : 408 pages
File Size : 44,26 MB
Release : 2000
Category : Business & Economics
ISBN : 9780801486975
Book 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.