Strategic Negotiations

by Richard E. Walton, Robert B. McKersie, Joel E. Cutcher-Gershenfeld

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 0801486971
• ISBN13: 9780801486975
• Release Date: October 2000
• Publisher: ILR Press
• Length: 408 Pages
• Weight: 1.35 lbs.
• Dimensions: 1.0" x 6.0" x 9.1"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher