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 in
European Business ReviewDate
2017Discipline
Tietoyhteiskunta, viestintä ja liiketoimintaCopyright
© 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.
Publisher
EBR MediaISSN Search the Publication Forum
1754-5501
Original source
http://www.europeanbusinessreview.com/it-negotiators-whats-your-approach/Publication in research information system
https://converis.jyu.fi/converis/portal/detail/Publication/26905590