Brexit negotiations: from negotiation space to agreement zones

Ott, U.F. ORCID: 0000-0002-3469-0260 and Ghauri, P.N., 2018. Brexit negotiations: from negotiation space to agreement zones. Journal of International Business Studies. ISSN 0047-2506

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Brexit is decidedly a “big question”. We agree with International Business scholars who say that such questions need to be addressed using an inter-disciplinary approach. We use bargaining theory models of rational behavior and the negotiation literature to explain various Brexit options and predict their consequences. Considering the lack of relevant experiential knowledge, and the multidimensional high-stakes negotiations underway, it is little wonder that anxiety is growing across all 28 European Union member states. Our analysis supports a coherent approach from rational bargaining model to real-life international negotiation. We position outcome scenarios in different agreement zones and explore their ramifications.

Item Type: Journal article
Publication Title: Journal of International Business Studies
Creators: Ott, U.F. and Ghauri, P.N.
Date: 2 November 2018
ISSN: 0047-2506
189Publisher Item Identifier
Rights: This article is distributed under the terms of the Creative Commons Attribution 4.0 International License (, which permits unrestricted use, distribution, and reproduction in any medium, provided you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license, and indicate if changes were made.
Divisions: Schools > Nottingham Business School
Record created by: Jonathan Gallacher
Date Added: 19 Nov 2018 09:12
Last Modified: 19 Nov 2018 09:17

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