The dynamics of negotiation in a global inter-organizational network: Findings from the air transport and travel industry

Jaco Appelman, Etiënne Rouwette, Sajda Qureshi

Research output: Contribution to journalArticle

4 Scopus citations

Abstract

Networks of interdependent organizations, also known as network-based businesses, are being shaped by many forces. In supposing 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.

Original languageEnglish (US)
Pages (from-to)145-164
Number of pages20
JournalGroup Decision and Negotiation
Volume11
Issue number2
DOIs
StatePublished - 2002

Keywords

  • Action research
  • Collaboration
  • Interorganizational networks
  • Meeting facilitation
  • Negotiation
  • Network-based organizations

ASJC Scopus subject areas

  • Decision Sciences(all)
  • Arts and Humanities (miscellaneous)
  • Social Sciences(all)
  • Strategy and Management
  • Management of Technology and Innovation

Fingerprint Dive into the research topics of 'The dynamics of negotiation in a global inter-organizational network: Findings from the air transport and travel industry'. Together they form a unique fingerprint.

  • Cite this