Negotiating at work (book)
By Administrator | 3 January 2017
Authors: Robyn Keast, Kerry Brown and Jennifer Waterhouse
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. Chapters include: Negotiation theory and application in the business environment, Preparing to negotiate: Assessing the business environment and Governance modes in the business environment: Bureaucracies, markets and networks.
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