Provides a framework for policy analysis labor organizer Ray Rogers bringing JP Stevens at the negotiating table when the usual tactics of Union failed. Although set in the specific context of labor relations, it shows a much more fundamental aspects of negotiation analysis, strategy and tactics. Rewritten version of the previous case. "Hide
by James K. Sebenius, Michael A. Wheeler Source: Harvard Business School 8 pages. Publication Date: January 18, 2005. Prod. #: 905054-PDF-ENG
