Negotiations in Organizations: A Sociological Perspective

Abstract

[Excerpt] The paper begins by elaborating on the utility of viewing organizational conflict and negotiations in social movement terms, and some of the implications of this approach for negotiations research. It then turns to a review of the traditional sociological literature on power and conflict in organizations, and of current research on social movements, discussing the points of complementarity of these two literatures. Finally, the implications of the combination of the social movement and organizations literatures for research on negotiation are discussed, focusing on the way in which negotiating issues, strategies and outcomes are likely to vary among different types of groups.