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

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

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dim

Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in

Managing change is about managing conflicting views and competing interests. Trading partners seek protectionism, even as they demand a levelling of the playing