The DNA of negotiations as a set theoretic concept : a theoretical and empirical analysis

OTT, Ursula, PROWSE, Peter, FELLS, Ray and ROGERS, Helen (2016). The DNA of negotiations as a set theoretic concept : a theoretical and empirical analysis. Journal of Business Research, 69 (9), 3561-3587.

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Link to published version:: 10.1016/j.jbusres.2016.01.007


This study examines the factors and the processes that contribute to a satisfying outcome for negotiations. Based on a set theoretic framework, the authors investigated managers from various countries in terms of their approach to negotiation. The fuzzy set qualitative comparative analysis (fsQCA) uses detailed data on preparation, information exchange, persuasion, creativity in problem solving and overcoming deadlocks, break-up behavior, as well as how to achieve a satisfying outcome, to test the joint sets of successful outcomes. The implications of these results are relevant for practitioners and future research and highlight necessary and sufficient conditions for a successful negotiation outcome

Item Type: Article
Research Institute, Centre or Group: Sheffield Business School Research Institute > People, Work and Organisation
Departments: Sheffield Business School > Management
Identification Number: 10.1016/j.jbusres.2016.01.007
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Depositing User: Peter Prowse
Date Deposited: 21 Jul 2016 11:02
Last Modified: 13 Jun 2017 13:37

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