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

Ott, U.F. ORCID: 0000-0002-3469-0260, Prowse, P., Fells, R. and Rogers, H., 2016. The DNA of negotiations as a set theoretic concept: a theoretical and empirical analysis. Journal of Business Research, 69 (9), pp. 3561-3571. ISSN 0148-2963

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Abstract

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.

Item Type: Journal article
Publication Title: Journal of Business Research
Creators: Ott, U.F., Prowse, P., Fells, R. and Rogers, H.
Publisher: Elsevier Inc.
Date: September 2016
Volume: 69
Number: 9
ISSN: 0148-2963
Identifiers:
NumberType
10.1016/j.jbusres.2016.01.007DOI
S0148296316000205Publisher Item Identifier
Divisions: Schools > Nottingham Business School
Depositing User: Jill Tomkinson
Date Added: 12 Nov 2018 15:32
Last Modified: 12 Nov 2018 15:32
URI: http://irep.ntu.ac.uk/id/eprint/34927

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