Strategic Negotiations by Richard E. Walton
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Strategic Negotiations
By Richard E. Walton

Strategic Negotiations

A Theory of Change in Labor-Management Relations


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Strategic Negotiations by Richard E. Walton

Book Description

Strategic Negotiations makes a significant contribution to the literature on strategic choice (the explicit structuring by management and labor of business and bargaining strategies that use the economic and political environment as a framework to create bargaining power). The authors intentionally build upon previous work in A Behavioral Theory of Labor Negotiations, but this book also is a successful application of the three-tiered collective bargaining theory first developed in The Transformation of American Industrial Relations. Although scholars have identified strategic initiatives in the collective bargaining relationship, recent research has continued to emphasize economic explanations. This book provides an alternative framework of analysis...[Strategic Negotiations] provides abundant evidence, both theoretical and empirical, that the traditional concerns of industrial relations researchers are still relevant.-Industrial and Labor Relations Review

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Book Details

ISBN: 9780801486975
ISBN-10: 0801486971
Format: Paperback
(235mm x 156mm x 27mm)
Pages: 408
Imprint: Cornell University Press
Publisher: Cornell University Press
Publish Date: 14-Sep-2000
Country of Publication: United States

Other Editions...


Books By Author Richard E. Walton

Strategic Negotiations by Richard E. Walton Strategic Negotiations, Hardback (September 1994)

Examines the changes in labor-management relations. This book identifies and explains three negotiating strategies: forcing change, fostering cooperative attitudes and solutions, and escaping the relationship. It also illustrates how these strategies succeed or fail in real organizations, by drawing on examples from 13 companies in 3 industries.

» View all books by Richard E. Walton

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