Negotiations

Abstract

The previous chapter considered negotiations as part of a coordination process. They were simply employed as a leadership instrument to integrate the divisions of a company. We are now investigating negotiations from a more fundamental point of view. Thus, in contrast to the Dantzig/Wolfe coordination scheme, negotiations will not be reduced to a formalized information exchange between the members of a team. In fact, we now investigate negotiations in describing the levels to be more autonomous than in the pure team situation. Furthermore, the negotiations will not only lead to transactional (and hence temporal) modifications of the base-level’s preferences but will imply true transformational changes in attitude (see Fig. 2.5d).