Strategic Negotiations

Strategic Negotiations: A Theory of change in Labor-Management Relations Author| Richard E. Walton,
Joel Cutcher-Gershenfeld, and
Robert McKersie

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Country| United States
Language| English
Subject| Business
Published| 23 August 1994 Harvard Business School Press
Pages| 400

Strategic Negotiations: A Theory of Change in Labor-Management Relations, a 1994 Harvard Business School Press publication, is a book on negotiation by the authors; Richard E. Walton, Joel Cutcher-Gershenfeld, and Robert McKersie.[1]

The book explains concepts and strategies of negotiation to the reader.

## Contents

* 1 Summary
* 2 See also
* 3 References
* 4 External links

## Summary

In the book, the authors identify three primary negotiation strategies. These are "forcing," "fostering," and "escape".[2] Each represents an overarching pattern of interaction that characterizes the negotiations. A strategy does not emerge all at once, but over time as a result of consistent patterns of interaction.

A forcing strategy generally involves taking a "distributive" or win–lose approach to the negotiations, combined with a "divide and conquer" approach to internal relations in the other side, and an attitudinal approach that emphasizes uncertainty and distrust. By contrast, a fostering strategy generally involves taking an "integrative" or win-win approach to the negotiations, combined with a "consensus" approach to internal relations in both sides, and an attitudinal approach that emphasizes openness and understanding. "Escape" is a non-negotiations strategy in which one or more parties seek to end or undercut the relationship, which leads to a loss-loss situation.

These strategy and process elements of negotiations can be combined with an understanding of structure in order to predict outcomes that are both substantive and relationship outcomes.

## See also

* Conflict resolution research
* List of books about negotiation
* Negotiation theory

## References

1. ↑ "Strategic Negotiations, Author: Richard E. Walton, Joel E. Cutcher-Gershenfeld, and Robert B. McKersie". Harvard Business School Press, 1994. http://www.pon.harvard.edu/shop/strategic-negotiationsa-theory-of-change-in-labor-management-relations/.
2. ↑ "Technology Negotiations and Dispute Technology Negotiations and Dispute - Strategic Negotiations". ocw.mit.edu. http://ocw.mit.edu/courses/engineering-systems-division/esd-141-technology-policy-negotiations-spring-2006/lecture-notes/session2.pdf.

## External links

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

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