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- Publisher
- Emerald Publishing
- Copyright
- Copyright © Emerald Group Publishing Limited
- ISSN
- 0885-8624
- DOI
- 10.1108/JBIM-12-2015-0237
- Publisher site
- See Article on Publisher Site
Abstract
PurposeThis paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes.Design/methodology/approachTo produce a general and conceptual theory of negotiation, the grounded theory methodology is deployed.FindingsThe core process in this model is dubbed “goal-oriented balancing” and describes how he negotiator is continuously balancing opposing, and seemingly contrasting, forces in a situation specific and dynamic manner to reach agreements. Based on these findings, this study also suggests a concept to describe negotiations that is focused on collaboration and that is not an oxymoron as is the concept of “win–win”.Practical implicationsThis conceptual model can be used by managers and practitioners to navigate in a negotiation process.Originality/valueThis is the first grounded theory study in negotiation research and attempt to describe negotiation processes as dynamic events in which different dimensions are managed simultaneously.
Journal
Journal of Business and Industrial Marketing – Emerald Publishing
Published: May 2, 2017