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Bargaining and Conflict

In: Management: A Political Activity

Author

Listed:
  • Ted Stephenson

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.

Suggested Citation

  • Ted Stephenson, 1985. "Bargaining and Conflict," Palgrave Macmillan Books, in: Management: A Political Activity, chapter 5, pages 86-108, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-07692-5_5
    DOI: 10.1007/978-1-349-07692-5_5
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