Negotiation is integral to business success, and information is the lifeblood of the negotiation process. When invalid information is dis- IntroductionOne of the fundamental truths of business is that effective negotiation is necessary for survival. Whether it is attracting customers, reducing the cost of raw materials, petitioning for a change in zoning laws, reworking a union management contract, or merging with a competitor, negotiation -the interpersonal decision-making process undertaken whenever we cannot achieve our objectives single-handedly (Thompson 2009) -is a central feature of business operations.The process of engaging others to accomplish personal or professional objectives inevitably requires an exchange of information (expectations, positions, values, interests, options, etc.), which presents one of the major challenges facing negotiators (Butler 1999;Murnighan et al. 1999;Lewicki, Barry, and Saunders 2009). While sharing information can build trust and produce high-quality outcomes, it can also put one at a disadvantage if the other party does not reciprocate (Roth and Murnighan 1982;Brodt 1994;Schweitzer, Hersey, and Bradlow 2006). At the very least, a negotiator would like to be able to discern when a counterpart is not being honest or forthcoming; under such circumstances, he or she could consider an alternative strategy, including aborting the negotiation.Unfortunately,the use of questionable or unethical tactics in negotiations is far from an insignificant or rare occurrence ( The conditions that can decrease a counterpart's unethical tendencies, however, are often more manageable. For example, if a counterpart believes that long-term business opportunities with the other party are possible, he or she will be more likely to enter into the negotiation with a harmonious disposition (Patton and Balakrishnan 2010) and employ soft (problemsolving) rather than hard (competitive) strategies (Van Knippenberg and Steensma 2003). Likewise, explicitly noting linkages to a counterpart's professional network (e.g., contacts with a counterpart's business associates) can inhibit the use of questionable or unethical tactics, as the counterpart might fear that his or her behavior will be communicated to peers and others in the network.According to Roger Volkema and Cheryl Rivers (2012), individuals communicate prospects for these and other conditions, consciously or subconsciously, to neutralize the tendencies of a counterpart to act unethically. In theory, these neutralizing behaviors can ultimately lead to a greater exchange of valid information, which should increase the likelihood and quality of an agreement. The relationship of such behaviors to the negotiation process, however, has been even less thoroughly examined than their impact on outcome.In this study, we seek to examine the use and effect of twelve behaviors for neutralizing questionable or unethical negotiating tactics in a two-party property leasing negotiation. As a first step, we examined the incidence and timing of these neutralizing beh...
The objective of this dissertation is to explore and deeply study the concepts about Glocal Marketing, explaining this recent phenomenon, highlighting the importance and the influence of local culture on the marketing mix of global organizations, in order to have successful commercialization of their products and services in different markets. Searching for a better understanding of Glocal Marketing became extremely important in the XXI Century, since there is an increase in the number of global companies which want to explore new markets in order to survive and remain in the highly competitive market. Concepts of Globalization, Marketing, Glocal Marketing, Culture are defined and explored. Also, the influence of culture on consumer behavior and on the marketing mix of global organizations is analyzed. The Hofstede's cultural typology is explained and it is used to give the reader an overview and a better understanding about the cultural influence in the acceptance of new products in new markets. The relationship between culture and marketing mix is discussed, as well as the importance of standardization versus customization of the marketing mix among countries with high cultural differences. The methodology is composed by descriptive research and a case study about a global organization, the Coca-Cola Company. Therefore, this dissertation aims to show and exemplify how the Coca-Cola Company applies glocal strategies on its marketing mix as a way to establish a competitive advantage in the market.
Purpose The purpose of this paper is to investigate the effects of negotiation process and outcome on an individual’s desire to negotiate again with the same counterpart. Design/methodology/approach Data were collected from 115 dyads representing two companies negotiating an eight-issue property leasing agreement via e-mail. Desire to negotiate again was regressed on demographic/personality, process, and outcome measures. Findings Reaching an agreement was found to be significantly related to desire to negotiate again, while the number of messages exchanged and the mean number of competitive tactics employed were positively and negatively associated with reaching an agreement, respectively. Further, perceived honesty of self and counterpart were also associated with an individual’s desire to negotiate again. Originality/value This study focuses on an aspect of real negotiations often overlooked by researchers – the likelihood of future encounters with the same party – and examines three categories of factors that could affect a party’s desire to negotiate with a counterpart again – demographic/personality, process, and outcome (actual and perceived).
Purpose -This paper aims to describe a study of the negotiation process, focusing on the use of seven competitive-unethical tactics in dyadic negotiations. The initial use of these tactics and their effects on process and outcomes are examined. Design/methodology/approach -In total, 230 Brazilian professionals from a large financial institution participated in two-party, property-leasing negotiations involving eight issues with assigned point values. Negotiations were conducted online and, from the recorded transcripts, seven competitive-unethical tactics were tracked and analyzed with respect to the negotiation process and outcomes (individual and joint, perceived and actual). Findings -The study found that most participants employed one or more tactics, the stage and incidents of initial use affected overall employment, and participants often reciprocated when tactics were employed. Reciprocation was best described by a logarithmic function, with a small number of tactics answered with as many or more tactics, but a large number of tactics producing a smaller response. Also, number of messages exchanged and number of tactics per message were related to likelihood of reaching an agreement and, to some extent, to individual outcomes (actual and perceived). Reaching an agreement and perceived individual outcome were associated with a participant's desire to negotiate with a counterpart in the future. Originality/value -The vast majority of studies to date have employed questionnaires to measure ethical attitudes or intentions, or have limited their empirical studies to competitive tactics only. This study moves beyond these methodologies to examine the actual use of a range of competitive-unethical tactics, and their effects on process and outcomes.
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