Strategic Negotiations: Perspectives from a Road Well-Travelled

The Don Wood Lecture in Industrial Relations was established by friends of W. Donald Wood to honour his outstanding contribution to Canadian industrial relations. Dr Wood was Director of the Industrial Relations Centre from 1960 to 1985, and the first Director of the School of Industrial Relations, established in 1983. The lecture brings to Queen’s University distinguished individuals who have made an important contribution to industrial relations in Canada or other countries. In 2006, George C.B. Smith, presented the Don Wood Lecture.

In this paper, George C.B. Smith, Senior Vice President, Human Resources and Organization at CBC/Radio-Canada, shares lessons from his 33-year career as a management negotiator. He underlines three essentials for success: organizational alignment; managing the interpersonal aspects; and managing the complexities of the process.

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