Complex Business Negotiation: Understanding Preparation and Planning
Year: 2015
Type: dissertation
Abstract: Most scholars agree that engaging in preparation and planning is key to a negotiation’s\neffectiveness but research has largely focused solely on what happens at the negotiation table, rather\nthan in preparation for it. This thesis addresses the balance by clarifying which preparation and\nplanning activities are undertaken to conduct a complex business negotiation. It examines not only\nwhat activities are conducted, but also by whom, and when.\nOne important question for both practitioners and researchers alike is the extent to which\npractitioners follow the recommendations of what is an extensive and highly varied literature on\nnegotiation preparation. A review of the literature enabled a comprehensive activity checklist to be\ndeveloped which, coupled with a number of propositions about how preparation could be expected\nto be conducted, formed the foundation for the data collection and analysis.\nThe bulk of research into negotiation uses data drawn from populations in experimental\ndesign settings. However, this study follows a qualitative research design, which has multiple\nsources of inquiry and which draws upon data grounded in a large global, industrial company and,\nthereby, contributes to the limited selection of negotiation research that is conducted outside of\nuniversity settings.
Source: Econstor (Econstor)
Author: Morten Lindholst
Institution: Copenhagen Business School
Language: English
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W2916476834