The emergence of the coronavirus crisis has generated unexpected negative effects for most companies, specifically small enterprises. The objective of this research is to examine the effect of this pandemic on the rental negotiation process between commercials and landlords. Based on an in-depth literature review on negotiation and the phenomenon of the crisis, a quantitative study is carried out with a sample of 396 Tunisian respondents to validate our measurement model. The empirical results show that the integrative arrangement has a positive effect on the negotiation process, with a mediating role of the mediation variable. The latter exerts in turn, a positive effect on the social psychological result of the competitor. These findings led to a rich discussion and a set of managerial recommendations that can help commercials to respond more effectively to the challenges generated by the COVID-19 pandemic.
scite is a Brooklyn-based organization that helps researchers better discover and understand research articles through Smart Citations–citations that display the context of the citation and describe whether the article provides supporting or contrasting evidence. scite is used by students and researchers from around the world and is funded in part by the National Science Foundation and the National Institute on Drug Abuse of the National Institutes of Health.