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Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change

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  • Fran Ackermann

    (Strathclyde Business School)

  • Colin Eden

    (Strathclyde Business School)

Abstract

This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three operating companies comprising a multi-national organization, and with a joint meeting subsequently involving all of the previous participants. The meetings were concerned with negotiating a new strategy for the global organization. The research involved the analysis of detailed time series data logs that exist as a result of using a GSS that is a reflection of cognitive theory.

Suggested Citation

  • Fran Ackermann & Colin Eden, 2011. "Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change," Group Decision and Negotiation, Springer, vol. 20(3), pages 293-314, May.
    • Handle: RePEc:spr:grdene:v:20:y:2011:i:3:d:10.1007_s10726-008-9133-y
    DOI: 10.1007/s10726-008-9133-y
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    References listed on IDEAS

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    1. Andrés B. Agres & Gert-Jan Vreede & Robert O. Briggs, 2005. "A Tale of Two Cities: Case Studies of Group Support Systems Transition," Group Decision and Negotiation, Springer, vol. 14(4), pages 267-284, July.
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    6. Fran Ackermann & Colin Eden, 2001. "Contrasting Single User and Networked Group Decision Support Systems for Strategy Making," Group Decision and Negotiation, Springer, vol. 10(1), pages 47-66, January.
    7. James P. Walsh, 1995. "Managerial and Organizational Cognition: Notes from a Trip Down Memory Lane," Organization Science, INFORMS, vol. 6(3), pages 280-321, June.
    8. Colin Eden & Chris Huxham, 2001. "The Negotiation of Purpose in Multi‐Organizational Collaborative Groups," Journal of Management Studies, Wiley Blackwell, vol. 38(3), pages 373-391, May.
    9. Mingers, John & Rosenhead, Jonathan, 2004. "Problem structuring methods in action," European Journal of Operational Research, Elsevier, vol. 152(3), pages 530-554, February.
    10. Tegarden, David P. & Sheetz, Steven D., 2003. "Group cognitive mapping: a methodology and system for capturing and evaluating managerial and organizational cognition," Omega, Elsevier, vol. 31(2), pages 113-125, April.
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    Cited by:

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    2. Alberto Franco, L., 2013. "Rethinking Soft OR interventions: Models as boundary objects," European Journal of Operational Research, Elsevier, vol. 231(3), pages 720-733.
    3. David Tegarden & Linda Tegarden & Wanda Smith & Steve Sheetz, 2016. "De-Fusing Organizational Power Using Anonymity and Cognitive Factions in a Participative Strategic Planning Setting," Group Decision and Negotiation, Springer, vol. 25(1), pages 1-29, January.
    4. de Gooyert, Vincent & Rouwette, Etiënne & van Kranenburg, Hans & Freeman, Edward & van Breen, Harry, 2022. "Cognitive change and consensus forming in facilitated modelling: A comparison of experienced and observed outcomes," European Journal of Operational Research, Elsevier, vol. 299(2), pages 589-599.
    5. Lowe, David & Espinosa, Angela & Yearworth, Mike, 2020. "Constitutive rules for guiding the use of the viable system model: Reflections on practice," European Journal of Operational Research, Elsevier, vol. 287(3), pages 1014-1035.
    6. Franco, L. Alberto & Hämäläinen, Raimo P., 2016. "Behavioural operational research: Returning to the roots of the OR profession," European Journal of Operational Research, Elsevier, vol. 249(3), pages 791-795.
    7. Schaffernicht, Martin F.G. & Groesser, Stefan N., 2014. "The SEXTANT software: A tool for automating the comparative analysis of mental models of dynamic systems," European Journal of Operational Research, Elsevier, vol. 238(2), pages 566-578.
    8. Fran Ackermann & Colin Eden & Igor Pyrko, 2016. "Accelerated Multi-Organization Conflict Resolution," Group Decision and Negotiation, Springer, vol. 25(5), pages 901-922, September.
    9. Franco, L. Alberto & Hämäläinen, Raimo P. & Rouwette, Etiënne A.J.A. & Leppänen, Ilkka, 2021. "Taking stock of behavioural OR: A review of behavioural studies with an intervention focus," European Journal of Operational Research, Elsevier, vol. 293(2), pages 401-418.
    10. Franco, L. Alberto & Greiffenhagen, Christian, 2018. "Making OR practice visible: Using ethnomethodology to analyse facilitated modelling workshops," European Journal of Operational Research, Elsevier, vol. 265(2), pages 673-684.
    11. White, Leroy & Burger, Katharina & Yearworth, Mike, 2016. "Understanding behaviour in problem structuring methods interventions with activity theory," European Journal of Operational Research, Elsevier, vol. 249(3), pages 983-1004.
    12. Katharina Burger & Leroy White & Mike Yearworth, 2018. "Why so Serious? Theorising Playful Model-Driven Group Decision Support with Situated Affectivity," Group Decision and Negotiation, Springer, vol. 27(5), pages 789-810, October.
    13. Richard John Ormerod, 2023. "The logic of semiotics applied to mathematical and social interaction in operational research consulting practice: Towards a foundational view," Systems Research and Behavioral Science, Wiley Blackwell, vol. 40(1), pages 16-42, January.
    14. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    15. Edoardo Fregonese & Isabella M. Lami & Elena Todella, 2020. "Aesthetic Perspectives in Group Decision and Negotiation Practice," Group Decision and Negotiation, Springer, vol. 29(6), pages 993-1019, December.
    16. F. Ackermann & M. Yearworth & L. White, 2018. "Micro-processes in Group Decision and Negotiation: Practices and Routines for Supporting Decision Making," Group Decision and Negotiation, Springer, vol. 27(5), pages 709-713, October.
    17. Franco, L. Alberto & Rouwette, Etiënne A.J.A. & Korzilius, Hubert, 2016. "Different paths to consensus? The impact of need for closure on model-supported group conflict management," European Journal of Operational Research, Elsevier, vol. 249(3), pages 878-889.
    18. Brocklesby, John & Midgley, Gerald, 2016. "Boundary games: How teams of OR practitioners explore the boundaries of interventionAuthor-Name: Velez-Castiblanco, Jorge," European Journal of Operational Research, Elsevier, vol. 249(3), pages 968-982.
    19. Ormerod, Richard & Yearworth, Mike & White, Leroy, 2023. "Understanding participant actions in OR interventions using practice theories: A research agenda," European Journal of Operational Research, Elsevier, vol. 306(2), pages 810-827.

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