FELLS, Ray, ROGERS, Helen, PROWSE, Peter and OTT, Ursula (2015). Unravelling business negotiations: understanding how to achieve satisfactory outcomes. Negotiation Conflict Management Resarch, 8 (2), 119-136.
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Abstract
Although negotiations are a core business activity, there is a lack of information about what actually occurs during a business negotiation. This study addresses this issue though an international survey of managers focusing on actual negotiations. The 294 respondents reported on what actions they took as they sought to achieve an agreement, including how information was exchanged and how they looked for new solutions and managed concession making. The analysis suggests a pragmatic approach to negotiation, whereby information is not withheld, but neither is it freely given. Solutions emerge from discussion of priorities and commonalities rather than through more formal creative processes. The underlying script of negotiation appears to draw more on competitive than overtly collaborative tactics, suggesting that business negotiators are cautious co-operators. Further research avenues include investigating the pressures and context that impact upon negotiators' decision-making and closer examination of interactions between negotiation tasks en route to an agreement.
Item Type: | Article |
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Research Institute, Centre or Group - Does NOT include content added after October 2018: | Sheffield Business School Research Institute > People, Work and Organisation |
Departments - Does NOT include content added after October 2018: | Sheffield Business School > Department of Management |
Identification Number: | https://doi.org/10.1111/ncmr.12050 |
Page Range: | 119-136 |
Depositing User: | Peter Prowse |
Date Deposited: | 06 Oct 2016 11:29 |
Last Modified: | 18 Mar 2021 16:03 |
URI: | https://shura.shu.ac.uk/id/eprint/13690 |
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