IDEAS home Printed from
   My bibliography  Save this paper

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 co

Suggested Citation

  • Claude Alavoine, 2014. "You can't always get what you want: Strategic issues in Negotiation," Working Papers 2014-275, Department of Research, Ipag Business School.
  • Handle: RePEc:ipg:wpaper:2014-275

    Download full text from publisher

    File URL:
    Download Restriction: no

    References listed on IDEAS

    1. Feldman, Maryann P. & Audretsch, David B., 1999. "Innovation in cities:: Science-based diversity, specialization and localized competition," European Economic Review, Elsevier, vol. 43(2), pages 409-429, February.
    2. Charles Dhanaraj & Marjorie A Lyles & H Kevin Steensma & Laszlo Tihanyi, 2004. "Managing tacit and explicit knowledge transfer in IJVs: the role of relational embeddedness and the impact on performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 35(5), pages 428-442, September.
    3. John H Dunning, 1998. "Location and the Multinational Enterprise: A Neglected Factor?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(1), pages 45-66, March.
    4. Michael Porter, 1994. "The Role of Location in Competition," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 1(1), pages 35-40.
    5. Ambos, Tina C. & Ambos, Björn, 2009. "The impact of distance on knowledge transfer effectiveness in multinational corporations," Journal of International Management, Elsevier, vol. 15(1), pages 1-14, March.
    6. Nielsen, Bo Bernhard, 2005. "The role of knowledge embeddedness in the creation of synergies in strategic alliances," Journal of Business Research, Elsevier, vol. 58(9), pages 1194-1204, September.
    7. Andre Torre & Alain Rallet, 2005. "Proximity and Localization," Regional Studies, Taylor & Francis Journals, vol. 39(1), pages 47-59.
    Full references (including those not matched with items on IDEAS)


    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.

    Cited by:

    1. repec:ipg:wpaper:2014-536 is not listed on IDEAS
    2. repec:ipg:wpaper:2014-517 is not listed on IDEAS
    3. repec:ipg:wpaper:2014-506 is not listed on IDEAS
    4. repec:ipg:wpaper:2014-472 is not listed on IDEAS
    5. repec:ipg:wpaper:2014-537 is not listed on IDEAS
    6. repec:ipg:wpaper:2014-501 is not listed on IDEAS
    7. repec:ipg:wpaper:2014-573 is not listed on IDEAS
    8. repec:ipg:wpaper:2014-399 is not listed on IDEAS
    9. repec:ipg:wpaper:2014-532 is not listed on IDEAS

    More about this item


    Negotiation; Strategy; Objectives; Stakes; Power;

    NEP fields

    This paper has been announced in the following NEP Reports:


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. 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). General contact details of provider: .

    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.

    We have no references for this item. You can help adding them by using 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 RePEc Author Service 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.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.