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Strategic Negotiations: A Theory of Change in Labor-Management Relations by Richard E. Walton,

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, accessory auto location part and a legacy of intergroup distrust. In contrast, the second strategy of fostering emphasizes finding solutions to common problems accessory auto location part and building trust accessory auto location part 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 accessory auto location part and entire industries to analyze the tactical advantages accessory auto location part and risks of each approach, the authors ultimately recommend a mixed strategy of forcing accessory auto location part and fostering. Part I of Strategic Negotiations reviews the contemporary labor-management landscape accessory auto location part and presents the authors' theory about how the strategies are being used to reshape relationships between American management accessory auto location part and labor. Part II offers case histories of thirteen companies drawn from the pulp accessory auto location part and paper, auto supply, accessory auto location part and railroad industries to illustrate that theory. Part III examines the case studies in greater depth to assess the influences on the negotiators accessory auto location part and their ensuing strategic choices, accessory auto location part and Part IV identifies the specific tactics companies use to implement their negotiating strategies. Throughout the book, the authors note evidence that explains whycertain negotiations were successful while others failed, accessory auto location part and provide guidelines to help practitioners decide which strategy or combination of strategies is best for their situation.
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