Research Catalog

Strategic negotiations : a theory of change in labor-management relations

Title: Strategic negotiations : a theory of change in labor-management relations / Richard E. Walton, Joel Cutcher-Gershenfeld, and Robert B. McKersie.
Author: Walton, Richard E.
Publication: Ithaca, NY : Cornell University Press, 2000.

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Status	Format	Access	Call Number	Item Location
Request for On-site Use Request Scan How do I pick up this item and when will it be ready?	Text	Request in advance	HD8072.5 .W35 2000	Off-site

Additional Authors

Description

xxiv, 376 pages; 24 cm

Subjects

Bibliography (note)

Contents

Pt. I. The Challenge and Theory of Strategic Negotiations. Ch. 1. Management Objectives in the Competitiveness Era: New Social and Substantive Contracts with Labor. Ch. 2. Change Strategies in the Competitiveness Era: Escape, Force, and Foster. Ch. 3. A Theory of Strategic Negotiations -- Pt. II. Thirteen Cases of Negotiated Change in Three U.S. Industries. Ch. 4. The Pulp and Paper Industry: Shifts in Power and Agendas. Ch. 5. The Automobile Supply Industry: A Fiercely Competitive Context. Ch. 6. The Railroad Industry: A Clash of Traditions and Pressures to Change -- Pt. III. Understanding Strategic Choices. Ch. 7. Strategic Decisions in Context: An Industry-Level Analysis. Ch. 8. Negotiating Strategies: How They Are Shaped and How They Affect Outcomes -- Pt. IV. Tactical Choices and Negotiation Dynamics. Ch. 9. Implementing a Forcing Strategy: Tactics and Dynamics. Ch. 10. Implementing a Fostering Strategy: Tactics and Dynamics.
Ch. 11. Implementing a Coordinated Forcing and Fostering Strategy: Tactics and Dynamics. Ch. 12. Conclusion: Value Added by the Proposed Theory. App. A. List of Case Histories Included in the Study -- App. B. Study Methods.

ISBN

0801486971 (pbk.)

LCCN

00060148

OCLC

Owning Institutions

Columbia University Libraries