"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.
- ISBN13 9780875845517
- Publish Date 1 August 1994
- Publish Status Out of Stock
- Publish Country US
- Imprint Harvard Business Review Press
- Format Hardcover
- Pages 400
- Language English