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The antecedents of renegotiations in practice—an exploratory analysis

Author

Listed:
  • Mareike Schoop

    (University of Hohenheim)

  • Frank Köhne

    (University of Hohenheim)

  • Dirk Staskiewicz

    (University of Hohenheim)

  • Markus Voeth

    (University of Hohenheim)

  • Uta Herbst

    (University of Hohenheim)

Abstract

In order to support business negotiations with electronic tools effectively, a deep understanding of real-life business negotiations is required. Comparing the settings usually applied in negotiation experiments with the every-day experiences of business negotiators, it can be stated that the work of business negotiators is much more iterative and embedded. Renegotiations appear on a regular basis. This observation stresses the importance of flawless communication in business negotiations and raises questions regarding the reasons for renegotiations and the role of information technology in this context. This paper investigates data gathered in a 2005 survey study in order to identify the context factors that drive B2B renegotiations using a preliminary regression model. The rules of interaction, task complexity, and business relationship are found to be significant predictors of the renegotiation likelihood while media richness does not impact the likelihood of renegotiations in practice.

Suggested Citation

  • Mareike Schoop & Frank Köhne & Dirk Staskiewicz & Markus Voeth & Uta Herbst, 2008. "The antecedents of renegotiations in practice—an exploratory analysis," Group Decision and Negotiation, Springer, vol. 17(2), pages 127-139, March.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:2:d:10.1007_s10726-007-9080-z
    DOI: 10.1007/s10726-007-9080-z
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    References listed on IDEAS

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    Cited by:

    1. David Gligor & Christopher Newman & Saim Kashmiri, 2021. "Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson," Journal of the Academy of Marketing Science, Springer, vol. 49(5), pages 969-993, September.
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    3. Johannes Gettinger & Sabine T. Koeszegi, 2014. "Far from Eye, Far from Heart: Analysis of Graphical Decision Aids in Electronic Negotiation Support," Group Decision and Negotiation, Springer, vol. 23(4), pages 787-817, July.
    4. Andreas Schmid & Mareike Schoop, 2022. "Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning," Group Decision and Negotiation, Springer, vol. 31(3), pages 649-681, June.

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