Negotiation, Conflict and Collaboration: How Are They Related?

Abstract

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