Negotiating the Business Environment: Theory, Practice for all Governance Styles

Abstract

The business environment across the globe is today characterised by three primary governance arrangements - bureaucracies, markets and networks. For organisations 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 the Business Environment looks at governance arrangements within the business environment and at how such governance arrangements impact on how negotiation occurs.

This text provides an Australian—not an overseas—perspective on negotiations that will be a welcome change for Australian students. Uniquely, it takes into account the context in which negotiations take place.

Negotiating the Business Environment demonstrates how responding to business style in negotiations can effect successful outcomes.

It include strong pedagogy including: key terms, key points, further reading lists, case studies, and end of chapter questions