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Synopsis
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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About the Author
Richard E. Walton is Wallace Brett Donham Professor of Business Administration at the Harvard Business School.
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
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Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Published by
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
Used
Hardcover
Seller: Orion Tech, Kingwood, TX, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Good. Seller Inventory # 0875845517-3-37905715
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Strategic Negotiations : A Theory of Change in Labor-Management Relations
Published by
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
Used
Hardcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Former library copy. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # GRP63783627
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Published by
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
Used
Hardcover
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0875845517I3N00
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Published by
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
Used
Hardcover
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. No Jacket. Missing dust jacket; Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0875845517I3N01