The business environment across the globe is characterized by three
primary governance arrangements - bureaucracies, markets and
networks. For organizations operating within each of these business
contexts, the terms of engagement in regard to negotiation are
different.Rather than starting from a broad how to approach or a
specific cultural interface, Negotiating at Work looks at
governance arrangements within the business environment and at how
such governance arrangements impact on how negotiation occurs. It
brings context to the fore of negotiating by using governance as
the lens to consider the modern business context.Table of Contents:
Chapter 1 Introducing negotiation and the business
environmentChapter 2 Negotiation theory and application in the
business environmentChapter 3 Preparing to negotiate: Assessing the
business environmentChapter 4 Governance modes in the business
environment: Bureaucracies, markets and networksChapter 5
Conclusions"
General
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