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Title: The dynamics of negotiation in a global inter-organizational network: findings from the air transport and travel industry
Author(s): Appelman, J.H. ; Rouwette, E.A.J.A. ; Qureshi, S.
Publication year: 2002
Source: Group Decision and Negotiation, vol. 11, iss. 2, (2002), pp. 145-163
ISSN: 0926-2644
DOI: https://doi.org/10.1023/A:1015277828385
Publication type: Article / Letter to editor

Please use this identifier to cite or link to this item : http://hdl.handle.net/2066/136295   http://hdl.handle.net/2066/136295

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Subject: Organizational Cybernetics
Organization: SW OZ NISCO CAOS
Methodologie van de Managementwetenschappen - t/m 2007
Journal title:
Group Decision and Negotiation
Volume: vol. 11
Issue: iss. 2
Page start: p. 145
Page end: p. 163
Abstract:
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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