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”Happy-happy” business negotiation – agreements beyond ”win-win”
University of Uppsala.ORCID iD: 0000-0002-7156-5020
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
2016 (English)In: Proceedings of the 32nd Annual IMP Conference: Change and Transformation of Markets, Networks and Relationships, 2016Conference paper, Published paper (Refereed)
Abstract [en]

The Research background - describes the business negotiation literature as historically dominated by a transactional perspective, which has affected the conceptual discourse as well as the scope of interest for empirical studies. Assumptions that arise from this transactional perspective includes the notion that (1) business negotiations are a linear process that follows episodic or stage models. (2) That business negotiations are geared towards an outcome in the form of a one-time exchange. (3) That the value of the negotiation outcome is often expressed in economic or mathematical terms. (4) That negotiation research focuses on the single negotiator or negotiation in a dyad. (5) That the research historically has viewed negotiation as a “zero-sum” game. Viewed from an interactional perspective, influenced by IMP theory, there is good reason to challenge these five assumptions within the business negotiation literature. The interactional perspective goes beyond the dyadic perspective and views value creation as emanating from the mutual adaptation of resources that takes place between several interacting actors within a network context: a view that is incompatible with the five assumptions posed above. Methods – This is a theoretical paper. The purpose of this paper - is to analyse and discuss the differences in the way that central aspects of negotiations such as the process, outcome, value, actors and resources are conceptualized in both the business negotiation and in the IMP literature. Also, we will discuss and analyze managerial implications that come from the inclusion of IMP perspective into the business negotiation research. The main contribution of this paper – is to divide the business negotiation literature into the transactional and interactional perspectives and then discusses the concept of “win-win” and the way it is used in negotiation research. An alternative concept is suggested to describe that negotiations is non-linear and focusing on mutual interdependence, emphasizes value creation, networks and mutual adaptations. This concept is thus more interactional and is dubbed “happy-happy” negotiation outcome.

Place, publisher, year, edition, pages
2016.
Keyword [en]
Business negotiation, win-win, interactional perspective, negotiation outcome
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-25084OAI: oai:DiVA.org:hig-25084DiVA: diva2:1135246
Conference
The 32nd Annual IMP Conference, Change and Transformation of Markets, Networks and Relationships, 30th August - 3rd September 2016, Poland,
Available from: 2017-08-22 Created: 2017-08-22 Last updated: 2017-08-30Bibliographically approved

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard-cite-them-right
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • sv-SE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • de-DE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf