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

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  • Ott, Ursula F.
  • Prowse, Peter
  • Fells, Ray
  • Rogers, Helen

Abstract

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.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:9:p:3561-3571
    DOI: 10.1016/j.jbusres.2016.01.007
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    References listed on IDEAS

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    Cited by:

    1. William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
    2. Lai-Bennejean, Christine & Arndt, Aaron D, 2025. "Empowering salespeople in complex negotiations: autonomy and leeway in preparation and concession-making," Journal of Business Research, Elsevier, vol. 190(C).
    3. Ye, Fei & Kang, Wanlin & Li, Lixu & Wang, Zhiqiang, 2021. "Why do consumers choose to buy electric vehicles? A paired data analysis of purchase intention configurations," Transportation Research Part A: Policy and Practice, Elsevier, vol. 147(C), pages 14-27.
    4. 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.
    5. Richardson, Christopher & Rammal, Hussain Gulzar, 2018. "Religious belief and international business negotiations: Does faith influence negotiator behaviour?," International Business Review, Elsevier, vol. 27(2), pages 401-409.

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