The Dynamics of Negotiation in a Global Inter-Organizational Network: Findings from the Air Transport and Travel Industry

Jaco Appelman (), Etiënne Rouwette () and Sajda Qureshi
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Jaco Appelman: Rotterdam School of Management, Erasmus University Rotterdam
Etiënne Rouwette: University of Nijmegen

Group Decision and Negotiation, 2002, vol. 11, issue 2, No 6, 145-164

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.

Keywords: action research; collaboration; interorganizational networks; meeting facilitation; negotiation; network-based organizations (search for similar items in EconPapers)
Date: 2002
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Citations: View citations in EconPapers (4)

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DOI: 10.1023/A:1015277828385

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