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Eller College Home > Our Stories > Leading in a Global Market > Barry Goldman Sets Research Agenda

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Leading in a Global Market : Barry Goldman Sets Research Agenda for 21st Century Negotiation in New Book

February 2012

By Liz Warren-Pederson

Technology-based communications, flattening organizational structure, and globalization have radically altered the role and process of negotiation in the 21st century workplace.

A new book co-edited by Associate Professor of Management and Organizations and McCoy/Rogers Faculty Fellow Barry Goldman explores how these changes have driven organizations to turn to negotiation as a means to add value and increase innovation, and as an alternative to litigation in business transactions.

“Much negotiation research ignores its larger strategic implications,” said Goldman. “Current research tends to focus on individuals and teams of individual negotiators, as opposed to organizations. There are a number of implications to this, including missing the role of negotiations to do more than complete transactions. It can be a way to add value to organizations.”

Goldman poses a what-if: How can organizations become more than the sum of a collection of individual negotiators? For example, if the two strongest individual negotiators of a team of 30 leave a company, how can the company retain their knowledge and continue to improve its capabilities?
  

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