IDEAS home Printed from https://ideas.repec.org/
MyIDEAS: Login to save this paper or follow this series

You can't always get what you want: Strategic issues in Negotiation

  • Claude Alavoine

Negotiation is a process based on strategic choices. Each participant must fix carefully its objectives and decide what are the most appropriate ways and means in order to attain those. While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to different approaches of the relationship and also different and quite incompatible orientations in term of strategy. The techniques, tactics and arguments employed by the negotiators in both cases will have different related effects and in the end will produce different and initially undefined outcomes. The choice of a strategy can be influenced by many factors, from the negotiator's power to the level of trust, the stakes or the concern for the other party's outcome. Drawing on concepts from several disciplines, our intention in this paper is to clarify, in a specific negotiation, the aspects and elements of the relationship between the determinants of a strategic choice and its effects on the capacity to reach an agreement which fulfil the participants' expectations and objectives. This should allow uncovering new hypotheses for experimental research.

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: http://www.ipag.fr/wp-content/uploads/recherche/WP/IPAG_WP_2014_275.pdf
Download Restriction: no

Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-275.

as
in new window

Length: 9 pages
Date of creation: 29 Apr 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-275
Contact details of provider: Postal: 184 Boulevard Saint-Germain, 75006 Paris
Phone: 33 1 53 63 36 00
Web page: http://www.ipag.fr

More information through EDIRC

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:ipg:wpaper:2014-275. 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: (Ingmar Schumacher)

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.