Bargaining and Conflict

  • Ted Stephenson


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.


Dependence Relationship Bargaining Process External Threat Attendant Skill Current Offer 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Notes and References

  1. 1.
    E. Etzioni-Halevy, Political Manipulation and Adminstrative Power (London: Routledge & Kegan Paul, 1979) p. 7.Google Scholar
  2. 2.
    S. Bacharach and E. J. Lawler, Power and Politks in Organisations (San Francisco: Jossey-Bass, 1980) pp. 156–7;Google Scholar
  3. S. Bacharach and E. J. Lawler, Bargaining (San Francisco: Jossey-Bass, 1981) pp. 42–3, 47, chs 3, 5, 6;Google Scholar
  4. I. C. MacMillan, Strategy Formulation: Political Concepts (St Paul: West, 1978) pp. 29–49.Google Scholar
  5. 3.
    M. and B. Kalib, Kissinger (London: Hutchinson, 1974) For various examples, notably a secret visit to China.Google Scholar
  6. 4.
    H. Kissinger, The White House Years (London: Weidenfeld & Nicolson and Michael Joseph, 1979) pp. 129–30.Google Scholar
  7. See Z. Brzezinski, Power and Principle (London: Weidenfeld & Nicholson, 1983) for numerous examples.Google Scholar
  8. 5.
    MacMillan, ibid., pp. 30–2.Google Scholar

Copyright information

© Ted Stephenson 1985

Authors and Affiliations

  • Ted Stephenson

There are no affiliations available

Personalised recommendations