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Strategic Negotiations: A Theory Of Change In Labormanagement Relations,New Darder An Astonishing Portrait Of AnStrategic Negotiations Identifies Three Fundamental Negotiating Strategies That Are Being Used To Effect Changes In Labormanagement Relations. The First, Called Forcing, Involves Making Labor Accept Unwanted Substantive Terms While Simultaneously Reducing The Union'S Influence In The Workplace. This Strategy Carries Severe Risks, Including Uncontrolled Escalation, Defeat, And A Legacy Of Intergroup Distrust. In Contrast, The Second Strategy Of