In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of acti

Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing chan

Major changes within and between organizations are now generally negotiated by the parties that have a stake in the consequences of the changes. This was not al

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an ag

Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind