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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.
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JENNIFER WATERHOUSE is Senior Lecturer in the School of Business at the University of Newcastle, Australia. Jennifer teaches in the area of employment relations, with a particular focus on diversity in the workplace and on negotiations. This research has extended to broad areas of consideration, including the wine industry in the Hunter Valley as well as networks established to address homelessness in regional Queensland.
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