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

The business environment across the globe is today characterized by three primary governance arrangements - bureaucracies, markets and networks. For organizations 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. 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.