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Goal oriented balancing – a general model of negotiation processes
Stockholm School of Economics, Stockholm, Sweden.
2015 (English)In: The 15th International Conference on Group Decisions & Negotiation Letters / [ed] Kamiński, B., Kersten, G., Szufel, P., Jakubczyk, M. & Wachowicz, T., Warsaw: Warsaw School of Economics Press , 2015, 111-118 p.Conference paper, Published paper (Refereed)
Abstract [en]

This article presents the first grounded theory on negotiation processes and suggests that it is necessary to simultaneously apply strategies that are focusing on building trust based relationships and those that are more rational when negotiating. The process by which these two dimensions are deployed is dubbed “Goal oriented balancing” and describes how the negotiator is continuously balancing these opposing, and seemingly contrasting, strategies in a situation specific and dynamic manner in order to reach the goal.

Place, publisher, year, edition, pages
Warsaw: Warsaw School of Economics Press , 2015. 111-118 p.
Keyword [en]
Negotiation processes, theory, grounded theory, business negotiation
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-25082ISBN: 978-83-7378-985-2 (print)OAI: oai:DiVA.org:hig-25082DiVA: diva2:1135229
Conference
GDN 2015, Group Decision and Negotiation, 22-26 June 2015, Warsaw, Poland,
Available from: 2017-08-22 Created: 2017-08-22 Last updated: 2017-08-30Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
  • harvard-cite-them-right
  • ieee
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  • Other style
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Language
  • sv-SE
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