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Intra‐organizational bargaining refers to the process by which each party to a negotiation determines its own bargaining goals and strategies. Intra‐organizational bargaining may involve elements of both distributive bargaining and integrative bargaining . Each party to a negotiation is comprised of various constituencies, each with different interests to satisfy and opinions about optimal bargaining strategies. Different interests often derive from differences in constituents' jobs, terms and conditions of employment, or nonwork‐related (e.g., family) roles. Each constituency wants its negotiator to give its special interests and concerns priority over the parochial interests of others during inter‐organizational negotiations. Conflict may also stem from different perceptions about the relative efficacy of bargaining strategies and expectations about what is achievable during inter‐organizational negotiations. Such disputes may arise among principals, but often occur because of information asymmetries and perceptual differences between principals not directly involved in the negotiations and their agents at the bargaining table. Unresolved intra‐organizational conflict often produces insufficient formal authority at the bargaining table to execute an agreement. Negotiators will be uncertain about what commitments they can make during negotiations and must guard against opposition

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