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1、CornellUniversityILRSchoolDigitalCommons@ILRArticlesandChaptersILRCollection1-1-1991NegotiationsinOrganizations:ASociologicalPerspectivePamelaS.TolbertCornellUniversity,pst3@cornell.eduFollowthisandadditionalworksat:http://digitalcommons.ilr.cornell.edu/arti
2、clesThisArticleisbroughttoyouforfreeandopenaccessbytheILRCollectionatDigitalCommons@ILR.IthasbeenacceptedforinclusioninArticlesandChaptersbyanauthorizedadministratorofDigitalCommons@ILR.Formoreinformation,pleasecontactjdd10@cornell.edu.NegotiationsinOrganiza
3、tions:ASociologicalPerspectiveAbstract[Excerpt]Thepaperbeginsbyelaboratingontheutilityofviewingorganizationalconflictandnegotiationsinsocialmovementterms,andsomeoftheimplicationsofthisapproachfornegotiationsresearch.Itthenturnstoareviewofthetraditionalsociol
4、ogicalliteratureonpowerandconflictinorganizations,andofcurrentresearchonsocialmovements,discussingthepointsofcomplementarityofthesetwoliteratures.Finally,theimplicationsofthecombinationofthesocialmovementandorganizationsliteraturesforresearchonnegotiationare
5、discussed,focusingonthewayinwhichnegotiatingissues,strategiesandoutcomesarelikelytovaryamongdifferenttypesofgroups.Keywordsnegotiations,organizations,conflict,socialmovementsCommentsSuggestedCitationTolbert,P.S.(1991).Negotiationsinorganizations:Asociologica
6、lperspective[Electronicversion].Retrieved[insertdate],fromCornellUniversity,ILRSchoolsite:http://digitalcommons.ilr.cornell.edu/articles/442/RequiredPublisherStatementCopyrightheldbyElsevier.Finalversionpublishedas:Tolbert,P.S.(1991).Negotiationsinorganizati
7、ons:Asociologicalperspective.InM.Bazerman,R.J.Lewicki,&B.H.Sheppard(Eds.),Researchonnegotiationinorganizations:Vol.3.Handbookofnegotiationresearch(pp.99-118).Greenwich,CT:JAIPress,Inc.Reprintedwithpermission.Allrightsreserved.ThisarticleisavailableatDigitalC
8、ommons@ILR:http://digitalcommons.ilr.cornell.edu/articles/442NEGOTIATIONSINORGANIZATIONS:ASOCIOLOGICALPERSPECTIVEPamelaS.TolbertCornellUniversityAkeyassumptionunderpinningallsociologicalanalyses
