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/
Julkaistu sarjassa
European Business ReviewPäivämäärä
2017Tekijänoikeudet
© 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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http://www.europeanbusinessreview.com/it-negotiators-whats-your-approach/Julkaisu tutkimustietojärjestelmässä
https://converis.jyu.fi/converis/portal/detail/Publication/26905590