IT Negotiators : What’s your approach?
Baber, W., & Ojala, A. (2017). IT Negotiators : What’s your approach?. European Business Review, 2017(March-April). http://www.europeanbusinessreview.com/it-negotiators-whats-your-approach/
Published inEuropean Business Review
DisciplineTietoyhteiskunta, viestintä ja liiketoiminta
© The European Business Review, 2017. This is a final draft version of an article whose final and definitive form has been published by EBR Media. Published in this repository with the kind permission of the publisher.
The IT and software industries appear to be collaborative in projects in house and among organizations as they plan and negotiate for mutual benefit. Yet individual negotiators do not always proceed with the same thought patterns or even with success. This article sheds some light on how skilled, aware negotiators can better match up their thinking to avoid communication and process failures. The research behind this article shows that those with greater decision making authority and experience have more ways of thinking about negotiation than others.
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