TY - JOUR

T1 - A network perspective on negotiation

T2 - what is new and why it matters

AU - Mouzas, Stefanos

PY - 2016/1

Y1 - 2016/1

N2 - The resources that individual negotiators need to solve their problems are not available in a single, concentrated form, and they are certainly not available only within an isolated dyad itself. Instead, the necessary resources are widely dispersed among many actors within networks of business relationships. The best deal is unlikely to be fixed or predetermined, but is rather the outcome of long and time-consuming negotiations that will then affect further negotiations. In this article, I describe a network perspective on negotiation that considers the relevance and impact of three phenomena that I call (1) vast connectivity, (2) multiple constitutions, and (3) ongoing consent. I further illustrate the applicability of these three factors using examples of real-life negotiations.

AB - The resources that individual negotiators need to solve their problems are not available in a single, concentrated form, and they are certainly not available only within an isolated dyad itself. Instead, the necessary resources are widely dispersed among many actors within networks of business relationships. The best deal is unlikely to be fixed or predetermined, but is rather the outcome of long and time-consuming negotiations that will then affect further negotiations. In this article, I describe a network perspective on negotiation that considers the relevance and impact of three phenomena that I call (1) vast connectivity, (2) multiple constitutions, and (3) ongoing consent. I further illustrate the applicability of these three factors using examples of real-life negotiations.

KW - negotiation

KW - network

KW - connectivity

KW - constitution

KW - consent

KW - business relationships

U2 - 10.1111/nejo.12144

DO - 10.1111/nejo.12144

M3 - Journal article

VL - 32

SP - 7

EP - 21

JO - Negotiation Journal

JF - Negotiation Journal

SN - 0748-4526

IS - 1

ER -