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9780875845517

Strategic Negotiations

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  • ISBN13:

    9780875845517

  • ISBN10:

    0875845517

  • Format: Hardcover
  • Copyright: 1994-10-01
  • Publisher: Harvard Business School Pr
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List Price: $39.95

Summary

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.

Author Biography

Richard E. Walton is Wallace Brett Donham Professor of Business Administration at the Harvard Business School.

Supplemental Materials

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