Catalogue


Strategy and collective bargaining negotiation /
Carl M. Stevens.
imprint
Westport, Conn : Greenwood Press, 1978, c1963.
description
xiii, 192 p ; 24 cm.
ISBN
0313203776
format(s)
Book
Holdings
Subjects
More Details
imprint
Westport, Conn : Greenwood Press, 1978, c1963.
isbn
0313203776
contents note
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.
general note
Includes index.
Reprint. Originally published: New York : McGraw Hill (Publications of the Wertheim Committee)
catalogue key
6806002
 
Bibliography: p. [161]-165.

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