Negotiating at Work

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 environment Chapter 2 — Negotiation theory and application in the business environment Chapter 3 — Preparing to negotiate: Assessing the business environment Chapter 4 — Governance modes in the business environment: Bureaucracies, markets and networks Chapter 5 — Conclusions