Title: Negotiation and the alignment of knowledge workers with organisational goals

Authors: Alexander Madsen Sandvik; Richard Croucher; Paul N. Gooderham

Addresses: Department of Strategy and Management, NHH Norwegian School of Economics, Helleveien 30, NO-5045 Bergen, Norway ' Business School, Middlesex University, The Burroughs Hendon NW44BT, London, UK ' Department of Strategy and Management, NHH Norwegian School of Economics, Helleveien 30, NO-5045 Bergen, Norway

Abstract: We investigate the alignment of work groups of knowledge workers with organisational goals in two large Norwegian companies. We explore whether negotiation processes are associated with positive organisational outcomes. We further explore whether clear management goals are necessary for successful negotiations. Finally, over and above goal clarity, we draw on past research to explore six antecedents of successful negotiation. We observe that successful negotiation processes both within work groups and between groups and management are associated with positive organisational outcomes. We further note that while goal clarity is necessary, it is not a sufficient condition for successful negotiations. We find that while the six antecedents for successful negotiations identified by previous research are in evidence, the presence of all six is not essential to success. Further, we find three antecedents not predicted by negotiation theory: the need to achieve stable work group membership before group formation; the need to avoid large groups with disparate professional backgrounds; and the positive function of managers acting as organisational advocates for work group approaches.

Keywords: organisational goals; knowledge workers; Norway; work groups; negotiation.

DOI: 10.1504/EJIM.2019.096503

European Journal of International Management, 2019 Vol.13 No.1, pp.69 - 87

Received: 13 May 2016
Accepted: 30 Mar 2017

Published online: 05 Dec 2018 *

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