Latest Posts
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Book Spotlight: “Pathways to Change”
In “Pathways to Change: Case Studies of Strategic Negotiations” Cutcher-Gershenfeld, McKersie, and Walton unpack how negotiations unfold within complex organizational contexts—especially in labor-management disputes. Through detailed case studies, they illustrate how different strategic approaches shape negotiation success or failure. Key Insights for Practitioners: In our own negotiation experience, we’ve repeatedly seen these insights proven true.…
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What’s So Special About Labor Negotiations?
Labor negotiations differ in fundamental ways from typical commercial negotiations. Understanding these distinctions can dramatically improve your strategy and outcomes: Beyond these points, successful labor negotiations demand managing collective dynamics (e.g. union representatives), mitigating reputational risks and preventing large-scale disruptions that affect customers, communities and even broader industry stability. Effective labor negotiations thus require more…
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Negotiating the System, Not Just the Deal
When you walk into a negotiation, it might look like two individuals sitting across from each other, but in reality it is two systems negotiating through human agents. Your negotiation counterpart is backed — and bound — by their organization. They serve internal constituents, follow incentives, and face constraints that may never be fully disclosed.…