Strategic Negotiations
A Theory of Change in Labor-Management Relations
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11 461 Ft
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Product details:
- Publisher Harvard Business School Press
- Date of Publication 1 September 1994
- ISBN 9780875845517
- Binding Hardback
- No. of pages400 pages
- Size 236x152x38 mm
- Weight 748 g
- Language English 0
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Long 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 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.
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.
Table of Contents:
Strategic Negotiations
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
11 461 HUF
10 315 HUF
