IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v50y2019i1d10.1057_s41267-018-0189-x.html
   My bibliography  Save this article

Brexit negotiations: From negotiation space to agreement zones

Author

Listed:
  • Ursula F Ott

    (Nottingham Trent University)

  • Pervez N Ghauri

    (University of Birmingham)

Abstract

Brexit is decidedly a “big question”. We agree with International Business scholars who say that such questions need to be addressed using an inter-disciplinary approach. We use bargaining theory models of rational behavior and the negotiation literature to explain various Brexit options and predict their consequences. Considering the lack of relevant experiential knowledge, and the multidimensional high-stakes negotiations underway, it is little wonder that anxiety is growing across all 28 European Union member states. Our analysis supports a coherent approach from rational bargaining model to real-life international negotiation. We position outcome scenarios in different agreement zones and explore their ramifications.

Suggested Citation

  • Ursula F Ott & Pervez N Ghauri, 2019. "Brexit negotiations: From negotiation space to agreement zones," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(1), pages 137-149, February.
    • Handle: RePEc:pal:jintbs:v:50:y:2019:i:1:d:10.1057_s41267-018-0189-x
    DOI: 10.1057/s41267-018-0189-x
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1057/s41267-018-0189-x
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1057/s41267-018-0189-x?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Rubinstein, Ariel, 1982. "Perfect Equilibrium in a Bargaining Model," Econometrica, Econometric Society, vol. 50(1), pages 97-109, January.
    2. Ashok Kapoor, 1970. "Negotiation Strategies in International Business Government Relations: A Study in India*," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 1(1), pages 21-42, March.
    3. Imai, Lynn & Gelfand, Michele J., 2010. "The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 83-98, July.
    4. Muthoo,Abhinay, 1999. "Bargaining Theory with Applications," Cambridge Books, Cambridge University Press, number 9780521576475.
    5. Kalai, Ehud & Smorodinsky, Meir, 1975. "Other Solutions to Nash's Bargaining Problem," Econometrica, Econometric Society, vol. 43(3), pages 513-518, May.
    6. Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
    7. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    8. Mas-Colell, Andreu & Whinston, Michael D. & Green, Jerry R., 1995. "Microeconomic Theory," OUP Catalogue, Oxford University Press, number 9780195102680.
    9. Mulabdic,Alen & Osnago,Alberto & Ruta,Michele, 2017. "Deep integration and UK-EU trade relations," Policy Research Working Paper Series 7947, The World Bank.
    10. Peter J Buckley, 2002. "Is the International Business Research Agenda Running Out of Steam?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 33(2), pages 365-373, June.
    11. Stefanie Gäbler & Manuela Krause & Antonia Kremheller & Luisa Lorenz & Niklas Potrafke & Luisa Dörr, 2017. "The Brexit negotiations – Content and Consequences for the UK and the EU," ifo Schnelldienst, ifo Institute - Leibniz Institute for Economic Research at the University of Munich, vol. 70(07), pages 55-59, April.
    12. Rosalie L Tung, 1982. "U.S.-China Trade Negotiations: Practices, Procedures and Outcomes," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(2), pages 25-38, June.
    13. Ott, Ursula F., 2013. "International Business Research and Game Theory: Looking beyond the Prisoner's Dilemma," International Business Review, Elsevier, vol. 22(2), pages 480-491.
    14. R Bruce Money, 1998. "International Multilateral Negotiations and Social Networks," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(4), pages 695-710, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Caterina Moschieri & Daniel J. Blake, 2019. "The organizational implications of Brexit," Journal of Organization Design, Springer;Organizational Design Community, vol. 8(1), pages 1-9, December.
    2. Haoqiang Li & Jihong Chen & Zheng Wan & Huaxin Zhang & Maoxin Wang & Yun Bai, 2020. "Spatial evaluation of knowledge spillover benefits in China’s free trade zone provinces and cities," Growth and Change, Wiley Blackwell, vol. 51(3), pages 1158-1181, September.
    3. Rammal, Hussain G. & Rose, Elizabeth L. & Ghauri, Pervez N. & Ørberg Jensen, Peter D. & Kipping, Matthias & Petersen, Bent & Scerri, Moira, 2022. "Economic nationalism and internationalization of services: Review and research agenda," Journal of World Business, Elsevier, vol. 57(3).
    4. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).

    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. Greer Gosnell & Alessandro Tavoni, 2017. "A bargaining experiment on heterogeneity and side deals in climate negotiations," Climatic Change, Springer, vol. 142(3), pages 575-586, June.
    2. Harold Houba, 2008. "Computing Alternating Offers And Water Prices In Bilateral River Basin Management," International Game Theory Review (IGTR), World Scientific Publishing Co. Pte. Ltd., vol. 10(03), pages 257-278.
    3. Daske, Thomas, 2017. "Externality Assessments, Welfare Judgments, and Mechanism Design," EconStor Preprints 172494, ZBW - Leibniz Information Centre for Economics.
    4. Mao, Liang, 2020. "Optimal recommendation in two-player bargaining games," Mathematical Social Sciences, Elsevier, vol. 107(C), pages 41-45.
    5. Roberto Serrano, 2005. "Fifty years of the Nash program, 1953-2003," Investigaciones Economicas, Fundación SEPI, vol. 29(2), pages 219-258, May.
    6. Daniele Cassese & Paolo Pin, 2018. "Decentralized Pure Exchange Processes on Networks," Papers 1803.08836, arXiv.org, revised Mar 2022.
    7. Joalland, Olivier & Pereau, Jean-Christophe & Rambonilaza, Tina, 2019. "Bargaining local compensation payments for the installation of new power transmission lines," Energy Economics, Elsevier, vol. 80(C), pages 75-85.
    8. Takeuchi, Ai & Veszteg, Róbert F. & Kamijo, Yoshio & Funaki, Yukihiko, 2022. "Bargaining over a jointly produced pie: The effect of the production function on bargaining outcomes," Games and Economic Behavior, Elsevier, vol. 134(C), pages 169-198.
    9. Venkat Venkatasubramanian & Yu Luo, 2018. "How much income inequality is fair? Nash bargaining solution and its connection to entropy," Papers 1806.05262, arXiv.org.
    10. Yakov Babichenko & Leonard J. Schulman, 2015. "Pareto Efficient Nash Implementation Via Approval Voting," Papers 1502.05238, arXiv.org, revised Mar 2017.
    11. Kunter, Marcus, 2012. "Coordination via cost and revenue sharing in manufacturer–retailer channels," European Journal of Operational Research, Elsevier, vol. 216(2), pages 477-486.
    12. Samuel Danthine & Noemí Navarro, 2013. "How to Add Apples and Pears: Non-Symmetric Nash Bargaining and the Generalized Joint Surplus," Economics Bulletin, AccessEcon, vol. 33(4), pages 2840-2850.
    13. Laruelle, Annick & Valenciano, Federico, 2007. "Bargaining in committees as an extension of Nash's bargaining theory," Journal of Economic Theory, Elsevier, vol. 132(1), pages 291-305, January.
    14. Arzu Kıbrıs & Özgür Kıbrıs & Mehmet Yiğit Gürdal, 2022. "Protectionist demands in globalization," Review of Economic Design, Springer;Society for Economic Design, vol. 26(3), pages 345-365, September.
    15. Fabio Galeotti & Maria Montero & Anders Poulsen, 2022. "The Attraction and Compromise Effects in Bargaining: Experimental Evidence," Management Science, INFORMS, vol. 68(4), pages 2987-3007, April.
    16. Hanato, Shunsuke, 2019. "Simultaneous-offers bargaining with a mediator," Games and Economic Behavior, Elsevier, vol. 117(C), pages 361-379.
    17. Melvyn G. Coles & Abhinay Muthoo, 2000. "Bargaining Equilibrium in a Non-Stationary Environment," Econometric Society World Congress 2000 Contributed Papers 0472, Econometric Society.
    18. Bendoly, Elliot & van Wezel, Wout & Bachrach, Daniel G. (ed.), 2015. "The Handbook of Behavioral Operations Management: Social and Psychological Dynamics in Production and Service Settings," OUP Catalogue, Oxford University Press, number 9780199357222.
    19. Binmore, Ken & Osborne, Martin J. & Rubinstein, Ariel, 1992. "Noncooperative models of bargaining," Handbook of Game Theory with Economic Applications, in: R.J. Aumann & S. Hart (ed.), Handbook of Game Theory with Economic Applications, edition 1, volume 1, chapter 7, pages 179-225, Elsevier.
    20. Saša Zorc & Ilia Tsetlin, 2020. "Deadlines, Offer Timing, and the Search for Alternatives," Operations Research, INFORMS, vol. 68(3), pages 927-948, May.

    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:pal:jintbs:v:50:y:2019:i:1:d:10.1057_s41267-018-0189-x. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    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.