The dynamics of negotiation in a global inter-organizational network: findings from the air transport and travel industry
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SourceGroup Decision and Negotiation, 11, 2, (2002), pp. 145-163
Article / Letter to editor
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SW OZ NISCO CAOS
Methodologie van de Managementwetenschappen - t/m 2007
Group Decision and Negotiation
Networks of interdependent organizations, also known as network-based businesses, are being shaped by many forces. In supporting negotiations between the airlines and travel agencies locked in a principle/agent relationship wrought with tension, this paper uncovers the dynamics of negotiating in a global inter-organizational network. It provides guidelines for supporting such negotiations. Networks, as a form of interorganizational co-ordination, are becoming increasingly predominant. Knowledge on how to facilitate negotiations in global inter-organizational networks will become more valuable.
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