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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
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    References listed on IDEAS

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    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.

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