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The Dynamics of Negotiation in a Global Inter-Organizational Network: Findings from the Air Transport and Travel Industry

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Abstract

Networks of interdependent organizations, also known as network-based businesses, are being shaped by many forces. In supporting negotiations between the airlines and travel agencies locked in a principle/agent relationship wrought with tension, this paper uncovers the dynamics of negotiating in a global inter-organizational network. It provides guidelines for supporting such negotiations. Networks, as a form of interorganizational co-ordination, are becoming increasingly predominant. Knowledge on how to facilitate negotiations in global inter-organizational networks will become more valuable.

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Authors and Affiliations

  1. Centre for Tourism Management, Department of Marketing Management, Rotterdam School of Management, Erasmus University Rotterdam, Burg. Oudlaan 50, 3000 DR, Rotterdam, The Netherlands

    Jaco Appelman

  2. Methodology Department, Faculty of Policy Sciences, University of Nijmegen, PO Box 9104, 6500 HE, Nijmegen, The Netherlands

    Etiënne Rouwette

  3. Department of Information and Decision Sciences, Rotterdam School of Management, Erasmus University Rotterdam, Burg. Oudlaan 50, 3000 DR, Rotterdam, The Netherlands

    Sajda Qureshi

Authors
  1. Jaco Appelman
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  2. Etiënne Rouwette
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  3. Sajda Qureshi
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Appelman, J., Rouwette, E. & Qureshi, S. The Dynamics of Negotiation in a Global Inter-Organizational Network: Findings from the Air Transport and Travel Industry. Group Decision and Negotiation 11, 145–164 (2002). https://doi.org/10.1023/A:1015277828385

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