IDEAS home Printed from
MyIDEAS: Log in (now much improved!) to save this article

Reconsidering negotiation as a new organizational function: an empirical proposal

Listed author(s):
  • Florina PÎNZARU

    (The National School of Administrative and Political Studies, Bucharest)

  • Claudiu COSTIN

    (The National School of Administrative and Political Studies, Bucharest)

The financial crisis arisen during the fall of 2008 (possibly with a new restart, worldwide, in 2012), as predictable as it may have been, it has actually surprised most markets and economic actors, certain industries facing serious liquidity problems and a significant decrease in demand. In difficult economic contexts, most actors on the market reacted by enforcing two broad types of measures: cost reduction and enhanced barriers to market entry for new competitors, according to Porter’s model. These entry barriers are usually visible through an increase of the number of mergers and acquisitions. Many of these actions had not necessarily been predicted, which made some theorists of the management literature to speak of anachronism with regard to the classic strategic thinking of markets (Kotler, Caslione, 2009). As widely known, the core of managerial actions is classically constituted from mediumterm planning, usually for three-year periods. However, in circumstances of economic turbulences, even chaos, the traditional strategic three-year plan is anachronic and valueless, which impacts all the organizational levels and may take to apparently unexpected evolutions in the practice of company management and organization, just as we shall further show, in an attempt of the authors of this paper to rethink the place of negotiation as a distinct organizational function.

If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

File URL:
Download Restriction: no

Article provided by Economic Publishing House in its journal Management & Marketing.

Volume (Year): 7 (2012)
Issue (Month): 2 (Summer)

in new window

Handle: RePEc:eph:journl:v:7:y:2012:i:2:n:9
Contact details of provider:

No references listed on IDEAS
You can help add them by filling out this form.

This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

When requesting a correction, please mention this item's handle: RePEc:eph:journl:v:7:y:2012:i:2:n:9. See general information about how to correct material in RePEc.

For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Simona Vasilache)

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 references are entirely missing, you can add them using this form.

If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.

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

This information is provided to you by IDEAS at the Research Division of the Federal Reserve Bank of St. Louis using RePEc data.