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Gatekeeper negotiation: Seeking the magic ingredient

Paull, M.ORCID: 0000-0001-8613-2159 and Fulcher, P. (2010) Gatekeeper negotiation: Seeking the magic ingredient. In: 24th Australian and New Zealand Academy of Management (ANZAM) Annual Conference, 8 - 10 December, Adelaide, South Australia



One of the biggest obstacles for novice and experienced researchers is the process of negotiating their way into organisations to conduct research. There are many tales of research which has stalled at the gate after promising negotiations with willing partners. This paper draws on preliminary research which seeks to examine gatekeeper negotiations. Early themes of timing, trust, reputation, and personal and professional contacts, are discussed with reference to feedback from participants. It is clearly not just the skill of the researcher in the negotiation process which leads to successful or unsuccessful gatekeeper negotiation outcomes.

Item Type: Conference Paper
Murdoch Affiliation(s): Murdoch Business School
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