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Fuzzy ManagementContemporary Ideas and Practices at Work$
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Keith Grint

Print publication date: 1997

Print ISBN-13: 9780198775003

Published to Oxford Scholarship Online: October 2011

DOI: 10.1093/acprof:oso/9780198775003.001.0001

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Negotiating: Groundhog Ground Rules

Negotiating: Groundhog Ground Rules

(p.177) 7 Negotiating: Groundhog Ground Rules
Fuzzy Management

Keith Grint

Oxford University Press

This concluding chapter attempts to draw general ideas from the previous arguments through presenting a discussion that concerns negotiating. Although much of a manager's work proves to be conversational, attention has yet to be given to the types of conversations that managers engage in. Straus asserted that all levels of social order cannot operate without negotiations. This notion, in which order is referred to as the ‘negotiated order’, entails how negotiation plays no small part in implementing organization. While there is a possibility that not all things are negotiable, this chapter illustrates how everything is negotiable but negotiators attempt to make the other side perceive various aspects to be non-negotiable.

Keywords:   negotiation, conversations, social order, negotiated order, non-negotiable aspects, negotiators

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