IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v11y2002i2d10.1023_a1015277828385.html
   My bibliography  Save this article

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

Author

Listed:
  • Jaco Appelman

    (Rotterdam School of Management, Erasmus University Rotterdam)

  • Etiënne Rouwette

    (University of Nijmegen)

  • Sajda Qureshi

    (Erasmus University Rotterdam)

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.

Suggested Citation

  • Jaco Appelman & Etiënne Rouwette & Sajda Qureshi, 2002. "The Dynamics of Negotiation in a Global Inter-Organizational Network: Findings from the Air Transport and Travel Industry," Group Decision and Negotiation, Springer, vol. 11(2), pages 145-164, March.
    • Handle: RePEc:spr:grdene:v:11:y:2002:i:2:d:10.1023_a:1015277828385
    DOI: 10.1023/A:1015277828385
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/A:1015277828385
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/A:1015277828385?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Wolstenholme, Eric F., 1992. "The definition and application of a stepwise approach to model conceptualisation and analysis," European Journal of Operational Research, Elsevier, vol. 59(1), pages 123-136, May.
    2. Lane, David C., 1992. "Modelling as learning: A consultancy methodology for enhancing learning in management teams," European Journal of Operational Research, Elsevier, vol. 59(1), pages 64-84, May.
    3. Fran Ackermann & Colin Eden, 2001. "Contrasting Single User and Networked Group Decision Support Systems for Strategy Making," Group Decision and Negotiation, Springer, vol. 10(1), pages 47-66, January.
    4. Sajda Qureshi, 2000. "Organisational Change through Collaborative Learning in a Network Form," Group Decision and Negotiation, Springer, vol. 9(2), pages 129-147, March.
    5. Colin Eden & Fran Ackermann, 2001. "Group Decision and Negotiation in Strategy Making," Group Decision and Negotiation, Springer, vol. 10(2), pages 119-140, March.
    6. Gert-Jan de Vreede & Gary Dickson, 2000. "Using GSS to Design Organizational Processes and Information Systems: An Action Research Study on Collaborative Business Engineering," Group Decision and Negotiation, Springer, vol. 9(2), pages 161-183, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Fran Ackermann & L. Alberto Franco & Brent Gallupe & Michael Parent, 2005. "GSS for Multi-Organizational Collaboration: Reflections on Process and Content," Group Decision and Negotiation, Springer, vol. 14(4), pages 307-331, July.
    2. Agndal, Henrik, 2007. "Current trends in business negotiation research: An overview of articles published 1996-2005," SSE/EFI Working Paper Series in Business Administration 2007:003, Stockholm School of Economics.
    3. Qureshi, S. & Hlupic, V. & de Vreede, G-J. & Briggs, R.O., 2002. "Harnessing Intellectual Resources in a Collaborative Context to Create Value," ERIM Report Series Research in Management ERS-2002-28-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    4. Federico Cosenz & Guido Noto, 2016. "Applying System Dynamics Modelling to Strategic Management: A Literature Review," Systems Research and Behavioral Science, Wiley Blackwell, vol. 33(6), pages 703-741, November.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Franco, L. Alberto & Montibeller, Gilberto, 2010. "Facilitated modelling in operational research," European Journal of Operational Research, Elsevier, vol. 205(3), pages 489-500, September.
    2. Fran Ackermann & L. Alberto Franco & Brent Gallupe & Michael Parent, 2005. "GSS for Multi-Organizational Collaboration: Reflections on Process and Content," Group Decision and Negotiation, Springer, vol. 14(4), pages 307-331, July.
    3. Lami, Isabella M. & Tavella, Elena, 2019. "On the usefulness of soft OR models in decision making: A comparison of Problem Structuring Methods supported and self-organized workshops," European Journal of Operational Research, Elsevier, vol. 275(3), pages 1020-1036.
    4. G A Hindle & L A Franco, 2009. "Combining problem structuring methods to conduct applied research: a mixed methods approach to studying fitness-to-drive in the UK," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 60(12), pages 1637-1648, December.
    5. D F Andersen & J A M Vennix & G P Richardson & E A J A Rouwette, 2007. "Group model building: problem structuring, policy simulation and decision support," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 58(5), pages 691-694, May.
    6. Ackermann, Fran & Andersen, David F. & Eden, Colin & Richardson, George P., 2011. "ScriptsMap: A tool for designing multi-method policy-making workshops," Omega, Elsevier, vol. 39(4), pages 427-434, August.
    7. Etiënne A. J. A. Rouwette & Jac A. M. Vennix & Albert J. A. Felling, 2009. "On Evaluating the Performance of Problem Structuring Methods: An Attempt at Formulating a Conceptual Model," Group Decision and Negotiation, Springer, vol. 18(6), pages 567-587, November.
    8. Elias Hartvigsson & Erik Oscar Ahlgren & Sverker Molander, 2020. "Tackling complexity and problem formulation in rural electrification through conceptual modelling in system dynamics," Systems Research and Behavioral Science, Wiley Blackwell, vol. 37(1), pages 141-153, January.
    9. Roy D. Johnson & Astrid Lipp, 2007. "Cognitive Mapping: A Process to Support Strategic Planning in an Academic Department," Group Decision and Negotiation, Springer, vol. 16(1), pages 43-60, January.
    10. Laura J. Black & David F. Andersen, 2012. "Using Visual Representations as Boundary Objects to Resolve Conflict in Collaborative Model‐Building Approaches," Systems Research and Behavioral Science, Wiley Blackwell, vol. 29(2), pages 194-208, March.
    11. Fran Ackermann & Colin Eden, 2005. "Using Causal Mapping with Group Support Systems to Elicit an Understanding of Failure in Complex Projects: Some Implications for Organizational Research," Group Decision and Negotiation, Springer, vol. 14(5), pages 355-376, September.
    12. Matthijs J. Verhulst & Anne-Françoise Rutkowski, 2018. "Decision-Making in the Police Work Force: Affordances Explained in Practice," Group Decision and Negotiation, Springer, vol. 27(5), pages 827-852, October.
    13. Hugo Herrera & Nuno Videira & Hubert P.L.M. Korzilius & Kathya Lorena Cordova‐Pozo & Marleen H.F. McCardle‐Keurentjes, 2022. "Reflecting on factors influencing long‐lasting organisational effects of group model‐building interventions," System Dynamics Review, System Dynamics Society, vol. 38(2), pages 190-209, April.
    14. F Ackermann & C Eden & T Williams & S Howick, 2007. "Systemic risk assessment: a case study," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 58(1), pages 39-51, January.
    15. H A Akkermans & K E van Oorschot, 2005. "Relevance assumed: a case study of balanced scorecard development using system dynamics," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 56(8), pages 931-941, August.
    16. Stefan N. Groesser & Niklas Jovy, 2016. "Business model analysis using computational modeling: a strategy tool for exploration and decision-making," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 27(1), pages 61-88, February.
    17. Elena Tavella & L. Alberto Franco, 2015. "Dynamics of Group Knowledge Production in Facilitated Modelling Workshops: An Exploratory Study," Group Decision and Negotiation, Springer, vol. 24(3), pages 451-475, May.
    18. Ofrit Lesser & Lihi Naamani-Dery & Meir Kalech & Yuval Elovici, 2017. "Group Decision Support for Leisure Activities Using Voting and Social Networks," Group Decision and Negotiation, Springer, vol. 26(3), pages 473-494, May.
    19. Parmjit Kaur & Ashley L. Carreras, 2021. "Hearing the Participants’ Voice: Recognizing the Dimensions of Procedural and Interactional Justice by Enabling Their Determinants," Group Decision and Negotiation, Springer, vol. 30(4), pages 743-773, August.
    20. Ricardo J. G. Mateus & João C. Bana e Costa & Pedro Verga Matos, 2017. "Supporting Multicriteria Group Decisions with MACBETH Tools: Selection of Sustainable Brownfield Redevelopment Actions," Group Decision and Negotiation, Springer, vol. 26(3), pages 495-521, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:11:y:2002:i:2:d:10.1023_a:1015277828385. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.