Articoli correlati a Strategic Negotiations: A Theory of Change in Labor-Manageme...
Sinossi
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.
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L'autore
Richard E. Walton is Wallace Brett Donham Professor of Business Administration at the Harvard Business School.
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Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
- EditoreHarvard Business School Press
- Data di pubblicazione1994
- ISBN 10 0875845517
- ISBN 13 9780875845517
- RilegaturaCopertina rigida
- Numero di pagine400
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Condizioni: molto buonoFormer library book; may include... Scopri di più su questo articolo
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Strategic Negotiations : A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Strategic Negotiations : A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Da: Better World Books, Mishawaka, IN, U.S.A.
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Condizione: Good. SHIPS FROM USA. Used books have different signs of use and do not include supplemental materials such as CDs, Dvds, Access Codes, charts or any other extra material. All used books might have various degrees of writing, highliting and wear and tear and possibly be an ex-library with the usual stickers and stamps. Dust Jackets are not guaranteed and when still present, they will have various degrees of tear and damage. All images are Stock Photos, not of the actual item. book. Codice articolo 25-0875845517-G
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ISBN 10: 0875845517
ISBN 13: 9780875845517
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Da: Ergodebooks, Houston, TX, U.S.A.
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Hardcover. Condizione: Good. First Edition. Strategic Negotiations identifies three fundamental negotiating strategies that are being used to effect changes in labor-management relations. The first, called forcing, involves making labor accept unwanted substantive terms while simultaneously reducing the union's influence in the workplace. This strategy carries severe risks, including uncontrolled escalation, defeat, and a legacy of intergroup distrust. In contrast, the second strategy of fostering emphasizes finding solutions to common problems and building trust and consensus between the parties. A major risk with fostering is that difficult problems may not be addressed for fear of straining the new relationship. The third strategy, escape, entails withdrawing from the negotiating relationship altogether by physically transferring operations to another location. Using detailed case studies of individual firms and entire industries to analyze the tactical advantages and risks of each approach, the authors ultimately recommend a mixed strategy of forcing and fostering.Part I of Strategic Negotiations reviews the contemporary labor-management landscape and presents the authors' theory about how the strategies are being used to reshape relationships between American management and labor. Part II offers case histories of thirteen companies drawn from the pulp and paper, auto supply, and railroad industries to illustrate that theory. Part III examines the case studies in greater depth to assess the influences on the negotiators and their ensuing strategic choices, and Part IV identifies the specific tactics companies use to implement their negotiating strategies.Throughout the book, the authors note evidence that explains why certain negotiations were successful while others failed, and provide guidelines to help practitioners decide which strategy or combination of strategies is best for their situation. While labor and management must continue to attend to their different and often conflicting interests, each must give equal or greater attention to the parties' common interests to survive in today's competitive business arena. By establishing a clear framework for understanding how the U.S. labor market is evolving, Strategic Negotiations offers the parties a way to address both their differences and their expanding mutual interests. Codice articolo SONG0875845517
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Hardback. Condizione: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Codice articolo GOR010639267
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Condizione: Very Good. Book is in Used-VeryGood condition. Pages and cover are clean and intact. Used items may not include supplementary materials such as CDs or access codes. May show signs of minor shelf wear and contain very limited notes and highlighting. 1.64. Codice articolo 0875845517-2-3
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Condizione: Good. Buy with confidence! Book is in good condition with minor wear to the pages, binding, and minor marks within 1.64. Codice articolo bk0875845517xvz189zvxgdd
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business School Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Strategic Negotiations: A Theory of Change in Labor-Management Relations
Editore:
Harvard Business Review Press, 1994
ISBN 10: 0875845517
ISBN 13: 9780875845517
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Hardcover. Condizione: new. New. Codice articolo Wizard0875845517
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