Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change

This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three...

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Bibliographic Details
Published in:Group decision and negotiation 2011-05, Vol.20 (3), p.293-314
Main Authors: Ackermann, Fran, Eden, Colin
Format: Article
Language:English
Subjects:
Agreements
Bargaining
Biological and Physical Anthropology
Business and Management
Cognition
Cognition & reasoning
Globalization
Group support systems
Intervention
Knowledge management
Management
Meetings
Multinational enterprises
Negotiation
Negotiations
Operating companies
Psychological factors
Senior management
Social Support
Strategic management
Strategic planning
Strategy making
Studies
Teams
Technological change
Time series
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Summary:This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three operating companies comprising a multi-national organization, and with a joint meeting subsequently involving all of the previous participants. The meetings were concerned with negotiating a new strategy for the global organization. The research involved the analysis of detailed time series data logs that exist as a result of using a GSS that is a reflection of cognitive theory.
ISSN:0926-2644
1572-9907
DOI:10.1007/s10726-008-9133-y