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Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & 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 & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.
Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing chan
In The Strategic Negotiator, David Wanetick provides a refreshing alternative to the Marquess of Queensberry approach to negotiations promoted by ivory tower ac
Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach
Think Before You Speak Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday l
Most books on negotiation assume that the negotiators are in a stable settintg. But what about those far thornier times when negotiation needs to happen while o
