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Strategic Negotiations: A Theory of Change in Labor-Management Relations
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ISBN
:
9780875845517
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Publisher
:
Harvard Business Review Press
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Subject
:
Politics & Government, Business & Management, Economics
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Binding
:
HARDCOVER
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Pages
:
400
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Year
:
1994
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3408.0
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Description
"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 orfail 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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