Negotiation, Conflict and Collaboration: How Are They Related?
La Rochelle, France : [S.n.]
InProceedings of the Group Negotiation and Decision Conference 2001, pp. 37-61
Article in monograph or in proceedings
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SW OZ NISCO CAOS
Methodologie van de Managementwetenschappen - t/m 2007
Proceedings of the Group Negotiation and Decision Conference 2001
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. Key Words: action research, collaboration, interorganizational networks, meeting facilitation, negotiation, network-based organizations
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