Negotiation within and between groups in organizations: Levels of analysis

Thompson, L., & Fox, C. (2000). Negotiation within and between groups in organizations: Levels of analysis. In M. Turner (Ed.), Groups at work: Advances in theory and research. Hillsdale, NJ: Lawrence Erlbaum, Ch. 8, 221-266.

Abstract

The term "group negotiation" has been used to refer to a number of different types of relationships among and between organizational actors. Unfortunately, this generous use of the term has led to conceptual and empirical confusion. The goal of this chapter is to provide a conceptual ground-clearing for the analysis of intra- and inter-organizational negotiation. We introduce an analytical framework for theorizing about different levels of analysis and we discuss obstacles that threaten the efficient resolution of conflict at different levels of analysis. Finally, we generate new predictions and suggest directions for future research.