Negotiations in Organizations: A Sociological Perspective
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Tolbert, Pamela S.
[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.
negotiations; organizations; conflict; social movements
Required Publisher Statement: Copyright held by Elsevier. Final version published as: Tolbert, P. S. (1991). Negotiations in organizations: A sociological perspective. In M. Bazerman, R. J. Lewicki, & B. H. Sheppard (Eds.), Research on negotiation in organizations: Vol. 3. Handbook of negotiation research (pp. 99-118). Greenwich, CT: JAI Press, Inc. Reprinted with permission. All rights reserved.