...Sandra Haggenmüller; Patricia Oehlschläger; Uta Herbst; Markus Voeth Purpose This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of emphasis on external changes. Consequently...

...John L. Graham Purpose This paper aims to offer a new theory of “inventive negotiation” as a useful alternative to the outdated thinking of the past century. Design/methodology/approach The literature is reviewed, and a series of stories is used to bolster a new understanding. Findings...

...David E. Fleming; Jon M. Hawes Purpose Given the ever-increasing complexity of business-to-business exchange, success is contingent on being able to adapt to any given situation. However, there is little in the way of guidance for how to adapt when it comes to negotiations. This paper aims to help...

...Alain Lempereur; Michele Pekar Purpose This article aims to explore the fundamental negotiation structure as a demand/response dynamic. It tests it in a complex business system, where a manager as a negotiator is confronted with multiple demands or pressures at different levels from a variety...

...Markus Voeth; Aline Christiane Lenzing Purpose Renegotiations not only promise an economically relevant improvement of the original negotiation outcome for the communicator of the demand but also imply a potential threat to the business relationship. The purpose of this paper is to examine...

...Adam D. Galinsky; Michael Schaerer; Joe C. Magee Purpose This paper aims to identify and discuss four major sources of power in negotiations. Findings The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s...

...Jeanne M. Brett Purpose This study aims to explain to negotiators how to go about learning about their counterpart’s interests and priorities and the strategies they are likely to bring to the intercultural negotiation table. Design/methodology/approach This study provides a review...

...Brian Low; Jamal A. Al‐Khatib; Stacy M. Vollmers; Yusin Liu Purpose The purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation tactics as they operate in a nation transitioning from...

...Tony Fang Purpose To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach A conceptual approach developed from...

...Mohammad Elahee; Charles M. Brooks Trust plays a significant role in business peoples’ choices of negotiating tactics. This study compares the use of generally accepted negotiating tactics with dubious ones. Findings from a sample of Mexican business people indicate that the type of negotiation...

...Ellen Bolman Pullins; Curtis P. Haugtvedt; Peter R. Dickson; Leslie M. Fine; Roy J. Lewicki Considers cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of individual difference effects...

... marketer with guidance as to which product specifications may be adjusted in negotiations to yield significant cost reductions; and indicating areas in which to change company operations to yield cost reductions that will allow the company to satisfy customer wishes better. To appreciate the potential...

...Alma Mintu‐Wimsatt; Roger J. Calantone The willingness of negotiating parties to cooperate, communicate, and compromise ‐ prerequisites of the problem‐solving orientation ‐ often lead to successful outcomes. Consequently, problem‐solving oriented strategies are often employed by negotiators...

...Robert Gulbro; Paul Herbig In this age of the global economy, cross‐cultural negotiation is becoming an increasingly important part of the management and marketing process for nearly every firm. Compares the cross‐cultural negotiations behavior and differences in the perceived processes between...

... distributor contracts. Nearly all concluded that a managerial visit was necessary to conduct contract negotiations. About one‐quarter of the respondents felt that top officials from American firms needed to be involved. The majority reported the issues could be negotiated by any level manager who had power...

... emphasis on how the seller must map the sophistication level of the buyer in order to determine the most appropriate sales and negotiation strategy. © MCB UP Limited 1994 Competitive bidding has long been an essential component of competition in the American business arena. While a traditional...

... and suggestions. Concludes that firms need to develop an effective procedure for selecting distributors, utilizing management attention and objectivity to decide on the key factors involved. © MCB UP Limited 1992 Distribution management European Union Information Negotiating WE CAN DO A BETTER...