Negotiating in Organizations
Max H. Bazerman, Roy Lewicki
SAGE Publications, 1983 - Language Arts & Disciplines - 392 pages
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.
What people are saying - Write a review
We haven't found any reviews in the usual places.
or utilized in any form
Organizational Behavior Approaches
NEGOTIATED DECISION MAKING IN ORGANIZATIONS
18 other sections not shown
Other editions - View all
achieve action activities actual agreement alternative analysis appear approach arbitration attempts bargaining become behavior benefits budget chapter companies concerned conference conflict context costs decision decision maker described direct discussion dispute effective employee environment evaluation example exists expectations experience external final function goals groups hospitals human ideological important increase individual industrial influence integrative interests internal intervention involved issues Journal judge less managers means mediation ment negotiations objectives offer organizational organizations outcomes participation performance person perspective planning political position preferences presented probability problem procedures proposed Psychology questions reason relations relationship represent requires resolution resolve resource response Review role settlement situation social solution sources specific strategies structure subordinate successful suggests superior Table tactics techniques theory third party tion types understanding union University utility values York