Pathways to Change: Case Studies of Strategic Negotiations

Joel Cutcher-Gershenfeld (, Robert B. McKersie and Richard E. Walton
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in Books from Upjohn Press from W.E. Upjohn Institute for Employment Research


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.

Pathways to Change- Case Studies of Strategic Negotiations

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