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Identifying Macro Phases Across the Negotiation Lifecycle

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  • William W. Baber

    (Kyoto University)

Abstract

Existing models of negotiation as a process are incomplete and do not show an overall, start to finish lifecycle. Current phase based models lack clearly defined criteria that identify phase boundaries. After reviewing existing models, the paper identifies macro phases, clarifies phase boundaries, and delivers a bird’s eye view model of negotiation supported by examples in academic literature and the public record. The enhanced model proposed here provides a practical negotiation guideline and roadmap previously left unclear in the literature. The proposed model contributes to theory around negotiation by defining the boundaries of a sequence of macro phases in negotiation and enhancing the model through business process modeling. With the enhanced model, academics and practitioners can share a viewpoint for understanding, communicating, and further developing negotiation models.

Suggested Citation

  • William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
    • Handle: RePEc:spr:grdene:v:27:y:2018:i:6:d:10.1007_s10726-018-9591-9
    DOI: 10.1007/s10726-018-9591-9
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    References listed on IDEAS

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    1. Hans Weigand & Mareike Schoop & Aldo de Moor & Frank Dignum, 2003. "B2B Negotiation Support: The Need for a Communication Perspective," Group Decision and Negotiation, Springer, vol. 12(1), pages 3-29, January.
    2. 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.
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    Cited by:

    1. Ariel Macaspac Hernandez, 2022. "The Phases Model of the Transformation to Sustainability (T2S)—Structuring through the Negotiation Perspective," Sustainability, MDPI, vol. 14(9), pages 1-20, April.

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