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The Day‐to‐Day Life of a Dean: Engaging in N egotiations and negotiations
Author(s) -
McKersie Robert B.
Publication year - 2012
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2012.00352.x
Subject(s) - negotiation , portfolio , perspective (graphical) , management , forcing (mathematics) , sociology , distributive property , public relations , law and economics , business administration , political science , computer science , business , economics , social science , mathematics , artificial intelligence , finance , pure mathematics , mathematical analysis
This article analyzes the negotiating strategies and tactics that proved useful during my eight‐year stint as dean of the N ew Y ork S tate S chool of I ndustrial and L abor R elations during the 1970s. D avid L ax and J ames S ebenius have paved the way with their pioneering work on T he M anager as N egotiator . By taking this perspective to the academic setting, I have identified a portfolio of tactics that are helpful in understanding how an administrator operates in a complex environment. The examples presented in this article help flesh out the standard categories of distributive and integrative bargaining as well as forcing and fostering strategies for implementing change.