Managing Power: The Practical Work of Negotiating Interests

Abstract

The purpose of this study was to investigate how adult educators negotiate power and interests in program planning for training and development in a corporate setting. The research methodology was a descriptive qualitative study of typical program planning practices of adult educators in a multi-national corporation. The chief finding was that planners' "practical" strategic action for negotiating interests and power varied according to specific situations and how planners perceived the involvement of various stakeholders.