O'Reilly logo

Negotiation at Work by IRA G. ASHERMAN

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

XV. Boundary Roles

 

The Boundary Role

Objectives:

To determine the demands of the boundry role function

 

To explore the impact of the boundary role function on negotiating effectiveness

Time:

30–45 minutes

Group Size:

3–4

Materials:

Boundary Role Worksheet for each person.

Trainer’s Notes:

This exercise is particularly appropriate for a homogenous group of boundary role people.

 

If you are unfamiliar with the literature on boundary roles or with the Adams’ Paradox, you should read the following articles:

 

Cynthia S. Fobian, Interorganizational Negotiation and Accountability: An Examination of Adams’ Paradox. Iowa: National Institute for Dispute Resolution, 1987.

 

J.S. Adams, “The Structure and Dynamics of Behavior in ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required