Strategic Negotiations: A Theory of Change in Labor-Management Relations

U.S. labor-management relation diverged in the 1980s toward both cooperative and contentious extremes. Strategic Negotiations examines the fundamental process underlying the experiments and the battles-and the emergence of new social contracts. Explaining current changes in labor-management relations, the authors-among the most respected authorities in industrial relations and negotiation-clarify three key strategies: forcing change, fostering cooperative attitudes and solutions, and escaping the relationship. The resulting theory has broad implications for strategic negotiations in many settings.