Negotiating in organizations
The essays collected in this volume study negotiation within and between organizations. They go beyond analyzing the processes of the bargaining table to show negotiation at work in a wider range of joint decisions. Third party interventions, negotiation with the outside environment, and negotiation in specific settings are among the topics covered.
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Organizational Behavior Approaches
NEGOTIATED DECISION MAKING IN ORGANIZATIONS
Limitations to Effective Dispute
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achieve action activities agreement alternative arbitration Bacharach Bazerman budget chapter collective bargaining competitive conference conflict episode conflict intervention conflict management conjoint analysis context costs deception decision maker discussion dispute effective employee environment evaluation example external factors function funding goals grievance groups hospitals ideological negotiations increase individual industrial relations influence strategies influence tactics inquisitorial integrative interaction interests internal interpersonal involved issues Journal judge Kipnis Kochan lawyers line management managerial mediation mediator-adviser model ment negotiation process objectives Organizational Behavior organizations outcomes participation perceived perception performance performance appraisal person personnel perspective position potential preferences procedural justice procedures Pruitt psychological contract RADA rational relationship resolve response Review role Rubin settlement settlement conference Sheppard simulation situation Social Psychology solution specific strategic management subordinate suggests superior target techniques theory third party third-party intervention tion tive union University of Manitoba utility York