Networking

NETWORKING

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legitimately to the other side by their standards’’ (Fisher, 1984).
COLLECTIVE BARGAINING

LAN CHARACTERISTICS

Collective bargaining frequently requires a third party to help the partiesreach an acceptable solution. In these situations, such strategies as mediation, arbitration, and conflict resolution are used.
SUMMARY

Negotiation is the process of two individuals or groups reaching joint agreement about differing needs or ideas. Two styles of negotiating, competitive and cooperative, are commonly recognized, with most negotiators moving back and forth between the two stylesbased on the situation. A number of strategies were discussed that negotiators might use in negotiation stages. The effectiveness of various strategies can vary based on cultural differences.
BIBLIOGRAPHY

Acuff, Frank L. (1997). How to Negotiate Anything with Anyone Anywhere Around the World. New York: American Management Association. Fisher, Roger, and Ury, William, with Bruce Patton. (1991).Getting to Yes: Negotiating Agreement Without Giving In, 2nd ed. Boston: Houghton Mifflin. Oliver, Jim R. (1996). ‘‘A Machine Learning Approach to Automated Negotiation and Prospects for Electronic Commerce.’’ http://opim.wharton.upenn.edu/-oliver27/ papers/jmis.ps. July 31, 1996.

DONNA L. MCALISTER-KIZZIER

NETWORKING
Networking means joining or linking devices such as computers. A local areanetwork (LAN) is a collection of computers and other devices connected through some medium that transmits mostly data. The following characteristics are closely associated with LANs; however, one must be aware that LANs are continually changing.

Private ownership: LANs consist of devices such as computers, scanners, printers, and cables that are privately owned. Networks also consist ofprivately owned lines, wires, hubs, and servers. Lines can be made of twisted-pair or coaxialcable wires, or they can be wireless (such as radio or infrared waves). Hubs connect LAN segments, which are lengths of wire that have one or several attached devices. Servers are computers that are dedicated to one function, such as managing printers or storing applications or data. In short, businesses createand manage their own networks. LAN size: The size of a LAN is determined by the type of LAN configuration and specifications that are used. Generally, LANs range from several hundred yards up to several miles, but mostly they reside in an office or classroom, building, or several buildings. On one hand, an Ethernet network using 10Base2 (‘‘Thin Ethernet’’) can have one segment 200 meters in length orfive linked segments up to 1,000 meters in length. The 10 in 10Base2 stands for 10 megabits per second, Base means baseband, and 2 means 200 meters. On the other hand, FDDI (Fiber Distributed Data Interface) networks can be up to 200 kilometers (124 miles) in length; however, these are mostly used as backbones that link several LANs. LAN speed: Another characteristic of a LAN is speed. LAN speedis most often measured in bits per second. For example, a byte (or one character or space) consists of 8 bits. If an average word length is 5 characters and an average double-spaced page is about 200 words, then a page (counting words and spaces) would consist of about 9600 bits [(200 words 5 characters) 199 spaces] 8 bits. If a network speed is 9600 bits per second (bps), then a normaldoublespaced page is transmitted every second. Another LAN could operate at 56 kilobits (kbps)—or 56,000 bits—per second, about 6 pages of information per second. However, LANs are typically faster than 9600 and 56,000 bps. Many LANs are 10, 16, or 100 megabits per second (Mbps). A 100-Mbps LAN can send 100,000,000 bits in one second—or 10,416 pages per second. Some LANs

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