Pathways to Change: Case Studies of Strategic Negotiations
Cutcher-Gershenfeld, Joel,Walton, Richard E.,McKersie, Robert B.
ISBN 10: 0880991550 ISBN 13: 9780880991551
Published by W E Upjohn Inst for, 1995
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Synopsis:
The authors identify and analyze the strategies for change and techniques most often used in today's labor negotiations. Nearly gone, they say, is the traditional "arms length" approach used by negotiators in the past. Instead, modern collective bargaining is characterized mainly by divergent strategies the authors characterize as either "forcing" (highly contentious) or "fostering" (highly cooperative). A dozen detailed case studies from a variety of industries are presented that show when, why and how these strategies are used, by whom, and to what result.
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Bibliographic Details
Title: Pathways to Change: Case Studies of ...
Publisher: W E Upjohn Inst for
Publication Date: 1995
Binding: paperback
Condition: Very Good