Negotiations and Change From the Workplace to Society



Managing change involves negotiation. Recognition of the interdependence between negotiations and change in the workplace and society has led to an explosion of research, writing and teaching on these topics. In 1965, Richard Walton and Robert McKersie laid the analytical foundation for much of this activity and innovation in negotiation practice with their landmark study, A Behavioral Theory of Labor Negotiations. Since that time, Walton and McKersie’s ideas have been applied to a wide variety of situations beyond labor-management negotiations.

In Negotiations and Change: From the Workplace to Society, experts on negotiations, management, and organizational behavior take stock of what has been learned since 1965. They extend and apply the concepts of Walton and McKersie and of other leaders in the study of negotiation to a broad range of business, professional, and personal concerns: workplace teams, conflict management systems, corporate governance, and environmental disputes. While building on those foundations, the essays demonstrate the continued robustness and relevance of Walton and McKersie’s behavioral theory by suggesting ways it could be used to improve the management of change.

Co-editors Thomas Kochan and David Lipsky divide the book into five sections. Part I contains an overview of Walton and McKersie’s basic concepts. Part II covers the changing world of work. Part III explores the transformed role and scope of negotiations in labor-management relations. Part IV applies the concepts to negotiations in other arenas, including environmental, public policy and identity-based negotiations. Returning to its roots, the volume concludes in Part V with a retrospective by Walton and Robert about the future of negotiations.

Negotiations and Change includes essays from leading scholars in the field of negotiation affiliated with the Program on Negotiation: Max Bazerman, Joel Cutcher-Gershenfeld, Robert McKersie, Mary Rowe, and Lawrence Susskind.



Thomas A. Kochan is the George M. Bunker Professor of Management at the Massachusetts Institute of Technology’s Sloan School of Management.

David B. Lipsky is Professor in the School of Industrial and Labor Relations and Director of the Institute on Conflict Resolution at Cornell University.


Negotiations and Change is a terrific guide to new negotiations issues in the workplace and beyond.” — Peter Cappelli, The Wharton School, University of Pennsylvania

“New forms of negotiation are being used creatively to solve problems involving the workplace, the environment, and corporate governance. Read all about it in this fine collection.” — Harry Katz, Cornell University

PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.