Group Support for Negotiating Change in Global, Highly Politicized Inter-Organizational Network

The combined effects of information technology, deregulation and privatization are bringing about a fundamental change in the relationship between travel agents and airlines. Both parties need to develop a new basis for cooperation in order to redefine their contractual relationships in the face of a changing distribution infrastructure. In this research, GroupSystems was used together with other problem structuring techniques such as Nominal Group Technique, Causal Loop Diagramming and Electronic Workbooks to construct a qualitative system dynamics model of the rising tension in the relationship between airlines and agents. This was used to support an inter organizational network negotiation process. Following an analysis of electronic and face-to-face group meetings, this paper concludes with insights into the optimal mix of collaborative techniques required to support global and highly politicized inter organizational network negotiations.