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Strategy and collective bargaining negotiation

Author: Carl M Stevens
Publisher: Westport, Conn. : Greenwood Press, 1978, ©1963.
Series: Wertheim Committee.; Publications.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

This is an inquiry into the tactics and strategy of conflict (and cooperation) as they related to collective bargaining negotiation.

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Additional Physical Format: Online version:
Stevens, Carl M.
Strategy and collective bargaining negotiation.
Westport, Conn. : Greenwood Press, 1978, ©1963
(OCoLC)893970868
Document Type: Book
All Authors / Contributors: Carl M Stevens
ISBN: 0313203776 9780313203770
OCLC Number: 3770612
Notes: Reprint of the ed. published by McGraw Hill, New York, which was issued in the Publications of the Wertheim Committee.
Description: xiii, 192 pages ; 24 cm
Contents: Subject matter context and the negotiation model --
Conflict-choice model of negotiation --
Rules for play of the negotiation game --
Classification of tactics, early stages of negotiation, and persuasion versus rationalization --
Tactics of coercion: bluff and not-bluff --
The later (predeadline) stages of negotiation --
Mediation and tactics --
Appendix I: a note on the avoidance-avoidance model and Pen's theory of the wage rate under collective bargaining --
Appendix II: collective bargaining negotiation and game theory: summary and special topics.
Series Title: Wertheim Committee.; Publications.
Responsibility: Carl M. Stevens.

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