Bargaining and Conflict

Ted Stephenson

Chapter 5 in Management: A Political Activity, 1985, pp 86-108 from Palgrave Macmillan

Abstract: Abstract In previous chapters there has been frequent reference to the process of bargaining and its attendant skills. Given the view of the firm as a political arena there is virtually no organisational relationship which does not involve negotiation — decisionmaking is a prime activity involving bargaining and conflict. Individual negotiations are related to particular structural arrangements, which influence such questions as who negotiates with whom, when and about what — in other words negotiations are not random, they are patterned.

Keywords: Dependence Relationship; Bargaining Process; External Threat; Attendant Skill; Current Offer (search for similar items in EconPapers)
Date: 1985
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DOI: 10.1007/978-1-349-07692-5_5

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