Strategic Negotiations

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

Author| Richard E. Walton,
Joel Cutcher-Gershenfeld, and
Robert McKersie
Language| English
Subject| Business
Published| 23 August 1994 Harvard Business School Press
Publication place| United States
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.

## Summary

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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

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

## References

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1. ^ "Strategic Negotiations, Author: Richard E. Walton, Joel E. Cutcher-Gershenfeld, and Robert B. McKersie". Harvard Business School Press, 1994. Retrieved 20 July 2012.
2. ^ "Technology Negotiations and Dispute Technology Negotiations and Dispute - Strategic Negotiations" (PDF). ocw.mit.edu. Retrieved 20 July 2012.

## External links

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

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