Pathways to Change: Case Studies of Strategic Negotiations
ISBN-13:
9780880991551
ISBN-10:
0880991550
Author:
Richard E. Walton, Robert B. McKersie, Joel Cutcher-Gershenfeld
Publication date:
1995
Publisher:
W E Upjohn Inst for
Format:
Paperback
257 pages
Category:
Human Resources
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Book details
ISBN-13:
9780880991551
ISBN-10:
0880991550
Author:
Richard E. Walton, Robert B. McKersie, Joel Cutcher-Gershenfeld
Publication date:
1995
Publisher:
W E Upjohn Inst for
Format:
Paperback
257 pages
Category:
Human Resources
Summary
Pathways to Change: Case Studies of Strategic Negotiations (ISBN-13: 9780880991551 and ISBN-10: 0880991550), written by authors
Richard E. Walton, Robert B. McKersie, Joel Cutcher-Gershenfeld, was published by W E Upjohn Inst for in 1995.
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Description
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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