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Hypnotherapy Meets Supply Chain: A Novel Approach to Negotiation Mastery, A Conceptual Approach

Author

Listed:
  • Premkumar Rajagopal
  • Selvarajah Janathan
  • Umahdevi Jayamani
  • Irwan Ibrahim
  • N.Sureshkumar PP Narayanan
  • Veera Pandiyan Kaliani Sundram

Abstract

Negotiation is a vital component of supply chain management, requiring both strategic thinking and emotional intelligence to navigate complex, high-stakes interactions. Traditional supply chain negotiation programs focus on tactical skills but often overlook the psychological challenges that can undermine negotiation performance. This conceptual paper proposes the integration of hypnotherapy—a psychological technique known for enhancing relaxation, focus, and behavioral change—into supply chain negotiation training. Drawing from literature in supply chain strategy, emotional intelligence, and clinical hypnotherapy, the paper presents a novel framework for applying hypnotherapy techniques such as guided relaxation and visualization during pre-negotiation preparation, active negotiation, and post-negotiation reflection. The potential benefits include improved emotional regulation, heightened mental clarity, and reduced cognitive biases, which together contribute to more effective and confident negotiations. While the paper acknowledges cultural and ethical considerations, particularly in Asian contexts, it argues that hypnotherapy offers a valuable tool for enhancing negotiation mastery in modern supply chain environments. Future empirical research is recommended to validate the proposed framework and assess its practical impact.

Suggested Citation

  • Premkumar Rajagopal & Selvarajah Janathan & Umahdevi Jayamani & Irwan Ibrahim & N.Sureshkumar PP Narayanan & Veera Pandiyan Kaliani Sundram, 2025. "Hypnotherapy Meets Supply Chain: A Novel Approach to Negotiation Mastery, A Conceptual Approach," Information Management and Business Review, AMH International, vol. 17(2), pages 445-452.
    • Handle: RePEc:rnd:arimbr:v:17:y:2025:i:2:p:445-452
    DOI: 10.22610/imbr.v17i2(I)S.4621
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    References listed on IDEAS

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    1. Vellian Vatumalae & Premkumar Rajagopal & Veera Pandiyan Kaliani Sundram, 2020. "Warehouse Management System of a Third Party Logistics Provider in Malaysia," International Journal of Economics and Finance, Canadian Center of Science and Education, vol. 12(9), pages 1-73, September.
    2. Syamaruthadevi Sivan & Rizza Anuar & Thirunavukkarasu Krishnasamy & Atikah Shamsul Bahrin & N. Sureshkumar PP Narayanan & Veera Pandiyan Kaliani Sundram, 2024. "Optimizing Safety Practices and Culture: A Comprehensive Examination through Perception Surveys in Malaysia's Logistics Industry," Information Management and Business Review, AMH International, vol. 16(1), pages 33-38.
    3. N. Sureshkumar PP Narayanan & Farha Ghapar & Li Lian Chew & Veera Pandiyan Kaliani Sundram & Umahdevi Jayamani & Azlina Muhammad, 2024. "Optimizing Working Capital Management in Supply Chain Finance: A Multi-Dimensional Approach," Information Management and Business Review, AMH International, vol. 16(2), pages 44-52.
    4. Syamaruthadevi Sivan & Rizza Anuar & Thirunavukkarasu Krishnasamy & Atikah Shamsul Bahrin & N. Sureshkumar PP Narayanan & Veera Pandiyan Kaliani Sundram, 2024. "Integrating Safety Practices into the Supply Chain for Sustainable Development in Malaysia's Building Construction Sites," Information Management and Business Review, AMH International, vol. 16(1), pages 24-32.
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