Negotiation in strategy making teams : group support systems and the process of cognitive change

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Ackermann, Fran and Eden, Colin (2011) Negotiation in strategy making teams : group support systems and the process of cognitive change. Group Decision and Negotiation, 20 (3). pp. 293-314. ISSN 0926-2644 (https://doi.org/10.1007/s10726-008-9133-y)

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Abstract

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.

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