"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.
Publisher: Harvard Business Review Press
Number of pages: 400
Weight: 748 g
Dimensions: 236 x 152 x 38 mm
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