Taking Negotiation to the Organizational Level So how do we go from training better negotiators to ensuring that the organization as a whole negotiates more efficiently? In other words, how do we ensure that negotiation serves its role in fulfilling the organization's strategy and reaching its objectives? Approaching the question from this angle can permit us to merge fundamental negotiation theories (as discussed in other sections of [the Negotiators Desk Reference]) with research on sales management, dispute resolution systems design, social dialogue, happiness at work (which largely deals with "invisible" everyday negotiations), and corporate strategy. We recommend that these efforts begin with an attempt to determine whether various companies consider negotiation as anything more than an individual skill to nurture among their employees. We need to know how companies structure their negotiation efforts. ... [See www.ndrweb.com for full citations.] We should also carefully define "efficient negotiation processes" by identifying and mapping the different processes and settings of negotiation throughout the organization, in a systematic way, such that inter-organizational and cross-cultural comparative studies are made possible.
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