Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change

Fran Ackermann () and Colin Eden ()
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Fran Ackermann: Strathclyde Business School
Colin Eden: Strathclyde Business School

Group Decision and Negotiation, 2011, vol. 20, issue 3, No 3, 293-314

Abstract: Abstract This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three operating companies comprising a multi-national organization, and with a joint meeting subsequently involving all of the previous participants. The meetings were concerned with negotiating a new strategy for the global organization. The research involved the analysis of detailed time series data logs that exist as a result of using a GSS that is a reflection of cognitive theory.

Keywords: Negotiation; Group support systems; Strategy making (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (19)

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DOI: 10.1007/s10726-008-9133-y

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