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Negotiation Analysis. The Context

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  • 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
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    References listed on IDEAS

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    1. 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.
    2. 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.
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    5. 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.
    6. 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.
    7. 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.
    8. Brodt, Susan E., 1994. ""Inside Information" and Negotiator Decision Behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(2), pages 172-202, May.
    9. 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.
    10. Schmitz, Patrick W., 2016. "The negotiators who knew too much: Transaction costs and incomplete information," Economics Letters, Elsevier, vol. 145(C), pages 33-37.
    11. Christoph Schmidt, 2016. "Agile Software Development Teams," Progress in IS, Springer, number 978-3-319-26057-0, March.
    Full references (including those not matched with items on IDEAS)

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    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

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