ABSTRACT
In this chapter we explore the potential link between theory and research on negotiation with the concept of dynamic organizations. The drive to constantly reinvent their organizations and reshape their markets requires members of dynamic organizations to innovate, collaborate, redeploy, and take initiative. Coincidentally, these are the kinds of activities that negotiators must be ready to undertake if they are to craft-high value, durable deals. In the first half of the chapter, we draw connections between the demands facing members of dynamic organizations and the skills necessary for effective negotiation. In the second half, we consider whether the existence of agile organizations holds any implications for negotiation scholars. We offer some thoughts on how negotiation research might incorporate the dynamism that distinguishes dynamic organizations from other organizations. Along the way we raise a number of questions for future study.
