In this role, the manager represents the organization in bargaining and negotiating with outsiders and insiders, in order to gain an advantage for his or her own unit. He or she negotiates with subordinates for improved commitment and loyalty; with peers for cooperation, coordination, and integration; with workers and their union regarding conditions of employment, commitment, and productivity; and with the government about permits to set up facilities for business expansion, etc. These negotiations are integral parts of the manager's job for only he or she has authority to commit organizational resources and direct access to information.

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