A network perspective on negotiation:what is new and why it matters

Mouzas, Stefanos (2016) A network perspective on negotiation:what is new and why it matters. Negotiation Journal, 32 (1). pp. 7-21. ISSN 0748-4526

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Abstract

The resources that individual negotiators need to solve their problems are not available in a single, concentrated form, and they are certainly not available only within an isolated dyad itself. Instead, the necessary resources are widely dispersed among many actors within networks of business relationships. The best deal is unlikely to be fixed or predetermined, but is rather the outcome of long and time-consuming negotiations that will then affect further negotiations. In this article, I describe a network perspective on negotiation that considers the relevance and impact of three phenomena that I call (1) vast connectivity, (2) multiple constitutions, and (3) ongoing consent. I further illustrate the applicability of these three factors using examples of real-life negotiations.

Item Type:
Journal Article
Journal or Publication Title:
Negotiation Journal
Uncontrolled Keywords:
/dk/atira/pure/subjectarea/asjc/1400/1405
Subjects:
ID Code:
81084
Deposited By:
Deposited On:
18 Aug 2016 14:28
Refereed?:
Yes
Published?:
Published
Last Modified:
25 Feb 2020 07:40