Strategic Negotiations: A Theory of Change in Labor-management Relations (Hardback)Robert B. McKersie (author)
Hardback 400 Pages / Published: 30/09/1994
- Publisher out of stock
"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
You may also be interested in...
Please sign in to write a review
Thank you for your reservation
Your order is now being processed and we have sent a confirmation email to you at
When will my order be ready to collect?
Call us on or send us an email at
Unfortunately there has been a problem with your order
Please try again or alternatively you can contact your chosen shop on or send us an email at