IDEAS home Printed from https://ideas.repec.org/a/ovi/oviste/vxviiiy2018i1p284-288.html
   My bibliography  Save this article

Negotiation Analysis. The Context

Author

Listed:
  • Berea Cristi

    (“Alexandru Ioan Cuza†University of Iasi)

Abstract

In the context of economic development, business negotiations gain more attention from theboth, researchers and business people. While researchers are trying to concatenate negotiationswith other areas, businessmen are interested in gathering as much information as possible aboutstrategies they might use in relationships with partners. Following the model proposed by Agndal (Agndal, 2007), regarding negotiation analysis, thispaper aims to identify main research elements from the context areas by analyzing 31 peerreviewed articles published between 1994 and 2017, and 12 books. It results a synthesis of themain elements to be considered for a successful negotiation.

Suggested Citation

  • Berea Cristi, 2018. "Negotiation Analysis. The Context," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(1), pages 284-288, July.
    • Handle: RePEc:ovi:oviste:v:xviii:y:2018:i:1:p:284-288
    as

    Download full text from publisher

    File URL: http://stec.univ-ovidius.ro/html/anale/RO/wp-content/uploads/2018/08/2-3.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Schmitz, Patrick W., 2016. "The negotiators who knew too much: Transaction costs and incomplete information," Economics Letters, Elsevier, vol. 145(C), pages 33-37.
    2. Alice F. Stuhlmacher & Matthew V. Champagne, 2000. "The Impact of Time Pressure and Information on Negotiation Process and Decisions," Group Decision and Negotiation, Springer, vol. 9(6), pages 471-491, November.
    3. Goltsman, Maria & Hörner, Johannes & Pavlov, Gregory & Squintani, Francesco, 2009. "Mediation, arbitration and negotiation," Journal of Economic Theory, Elsevier, vol. 144(4), pages 1397-1420, July.
    4. Costantini, Valeria & Sforna, Giorgia & Zoli, Mariangela, 2016. "Interpreting bargaining strategies of developing countries in climate negotiations. A quantitative approach," Ecological Economics, Elsevier, vol. 121(C), pages 128-139.
    5. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    6. Brodt, Susan E., 1994. ""Inside Information" and Negotiator Decision Behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(2), pages 172-202, May.
    7. Gao, Jie & Kerstetter, Deborah L., 2016. "Using an intersectionality perspective to uncover older Chinese female's perceived travel constraints and negotiation strategies," Tourism Management, Elsevier, vol. 57(C), pages 128-138.
    8. Christoph Schmidt, 2016. "Agile Software Development Teams," Progress in IS, Springer, number 978-3-319-26057-0, February.
    9. Christoph Schmidt, 2016. "Agile Software Development," Progress in IS, in: Agile Software Development Teams, chapter 0, pages 7-35, Springer.
    10. Saad, Gad & Cleveland, Mark & Ho, Louis, 2015. "Individualism–collectivism and the quantity versus quality dimensions of individual and group creative performance," Journal of Business Research, Elsevier, vol. 68(3), pages 578-586.
    11. M. Buelens & M. Van De Woestyne & S. Mestdagh & D. Bouckenooghe, 2007. "Research Methods in Negotiation: 1965-2004," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 07/449, Ghent University, Faculty of Economics and Business Administration.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jie Gao & Cui Huang & Jun Su & Qijun Xie, 2019. "Examining the Factors Behind the Success and Sustainability of China’s Creative Research Group: An Extension of the Teamwork Quality Model," Sustainability, MDPI, vol. 11(4), pages 1-17, February.
    2. Boris Milašinovic & Krešimir Fertalj, 2018. "Issues and Challenges of Adopting Agile Methodologies in Software Engineering Courses," International Journal of Technology and Engineering Studies, PROF.IR.DR.Mohid Jailani Mohd Nor, vol. 4(5), pages 197-202.
    3. Syed Muhammad Javed Iqbal, Muhammad Shahid Nawaz, Sulaman Hafeez Siddiqui, Muhammad Kashif Imran, 2019. "Does Project Teamwork Matter? Investigating the Relationship between Transformational Leadership and Project Success," Journal of Management Sciences, Geist Science, Iqra University, Faculty of Business Administration, vol. 6(1), pages 79-95, March.
    4. Shahida Mariam & Farooq Ahmad & Muhammad Nawaz Qaisar, 2019. "Managerial Coaching Induces Psychological Engagement of Employees: Moderating Effect of Knowledge Management," Global Economics Review, Humanity Only, vol. 4(1), pages 60-73, March.
    5. Annosi, Maria Carmela & Martini, Antonella & Brunetta, Federica & Marchegiani, Lucia, 2020. "Learning in an agile setting: A multilevel research study on the evolution of organizational routines," Journal of Business Research, Elsevier, vol. 110(C), pages 554-566.
    6. Dehua Gao & Flaminio Squazzoni & Xiuquan Deng, 2018. "The Intertwining Impact of Intraorganizational and Routine Networks on Routine Replication Dynamics: An Agent-Based Model," Complexity, Hindawi, vol. 2018, pages 1-23, November.
    7. Ivan Kovynyov & Axel Buerck & Ralf Mikut, 2021. "Design of transformation initiatives implementing organisational agility: an empirical study," SN Business & Economics, Springer, vol. 1(6), pages 1-28, June.
    8. Petru Lucian Curşeu & Sandra Schruijer, 2008. "The Effects of Framing on Inter-group Negotiation," Group Decision and Negotiation, Springer, vol. 17(4), pages 347-362, July.
    9. Giuseppe Attanasi & Michela Chessa & Sara Gil-Gallen & Patrick Llerena, 2021. "A survey on experimental elicitation of creativity in economics," Revue d'économie industrielle, De Boeck Université, vol. 0(2), pages 273-324.
    10. Maximilian J. L. Schormair & Lara M. Gerlach, 2020. "Corporate Remediation of Human Rights Violations: A Restorative Justice Framework," Journal of Business Ethics, Springer, vol. 167(3), pages 475-493, December.
    11. Ivan Balbuzanov, 2019. "Lies and consequences," International Journal of Game Theory, Springer;Game Theory Society, vol. 48(4), pages 1203-1240, December.
    12. Lai, Ernest K., 2014. "Expert advice for amateurs," Journal of Economic Behavior & Organization, Elsevier, vol. 103(C), pages 1-16.
    13. Golosov, Mikhail & Skreta, Vasiliki & Tsyvinski, Aleh & Wilson, Andrea, 2014. "Dynamic strategic information transmission," Journal of Economic Theory, Elsevier, vol. 151(C), pages 304-341.
    14. Mechtenberg, Lydia & Münster, Johannes, 2012. "A strategic mediator who is biased in the same direction as the expert can improve information transmission," Economics Letters, Elsevier, vol. 117(2), pages 490-492.
    15. Hagenbach, Jeanne & Koessler, Frédéric, 2020. "Cheap talk with coarse understanding," Games and Economic Behavior, Elsevier, vol. 124(C), pages 105-121.
    16. Valenzuela, Ana & Srivastava, Joydeep & Lee, Seonsu, 2005. "The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 72-88, January.
    17. Rantakari, Heikki, 2014. "A simple model of project selection with strategic communication and uncertain motives," Journal of Economic Behavior & Organization, Elsevier, vol. 102(C), pages 14-42.
    18. Gupta, Manjul & George, Joey F. & Xia, Weidong, 2019. "Relationships between IT department culture and agile software development practices: An empirical investigation," International Journal of Information Management, Elsevier, vol. 44(C), pages 13-24.
    19. Johanna Hertel & John Smith, 2013. "Not so cheap talk: costly and discrete communication," Theory and Decision, Springer, vol. 75(2), pages 267-291, August.
    20. Gottardi, Piero & Mezzetti, Claudio, 2020. "Mediation Design," The Warwick Economics Research Paper Series (TWERPS) 1248, University of Warwick, Department of Economics.

    More about this item

    Keywords

    Negotiation; Bargaining; Analysis; Context; Literature;
    All these keywords.

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ovi:oviste:v:xviii:y:2018:i:1:p:284-288. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Gheorghiu Gabriela (email available below). General contact details of provider: https://edirc.repec.org/data/feoviro.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.