Negotiating at work

The business environment across the globe is 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 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.

Negotiating at Work demonstrates how responding to business style in negotiations can effect successful outcomes.

Each chapter is clearly presented, and includes `Chapter at a glance', Key points, Key terms, and case studies.