The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis

U.F. Ott, P. Prowse, Ray Fells, H. Rogers

Research output: Contribution to journalArticle

9 Citations (Scopus)

Abstract

© 2016.This study examines the factors and the processes that contribute to a satisfying outcome for negotiations. Based on a set theoretic framework, the authors investigated managers from various countries in terms of their approach to negotiation. The fuzzy set qualitative comparative analysis (fsQCA) uses detailed data on preparation, information exchange, persuasion, creativity in problem solving and overcoming deadlocks, break-up behavior, as well as how to achieve a satisfying outcome, to test the joint sets of successful outcomes. The implications of these results are relevant for practitioners and future research and highlight necessary and sufficient conditions for a successful negotiation outcome.
Original languageEnglish
Pages (from-to)3561-3571
JournalJournal of Business Research
Volume69
Issue number9
DOIs
Publication statusPublished - 2016

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