Inter and intra organizational negotiation during economic recession: An essay on the promotion of cooperation

Soliman, Chérine; Antheaume, Nicolas

doi:10.1016/j.fbj.2017.01.001

Cited by 2 publications

(2 citation statements)

References 18 publications

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“…More factors could have been identified for analysis, such as participant actual conflict management styles, what kind of results, what kind of society impact, lack of negotiation knowledge on its results. Our earlier research findings confirmed that in this similar environment, Egyptian professionals that benefited from negotiation education that managed conflict differently, with an increase in self-awareness and in context awareness (Soliman et al, 2014(Soliman et al, , 2017. Following up on school negotiation curriculum is also indeed a very important society change agent that we intent to follow and study.…”

Section: Limitations and Avenues For Future Researchsupporting

confidence: 72%

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Negotiation: always there and never called by its name Results from the literature and from empirical experiments

Soliman¹

2022

المجلة العربية للإدارة

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As reflected by a growing body of literature, conflict and negotiation have always been at the heart of our environment. One should then assume that negotiation skills have become a fundamental life knowhow. Beyond the international crisis intensification, creating complexity in conflict situations, the literature also brings evidence that conflict is an embedded dimension of every individual life. Does that mean that citizens of the world today are all equipped with the right "ready-to-use" negotiation skills? In order to investigate this question, we developed an empirical study focused on a sample of Egyptian highly educated professionals working in multinationals. We worked with 180 professionals attending an MBA program, collected data over three years, using questionnaires and word analysis. Results revealed a severe lack in negotiation education, yet also gave evidence for a strong authentic need/demand. Recommendations resulting from this paper highlight the importance of including education to negotiation in the curriculum at the school and university levels. Indeed, the literature shows that good negotiation skills in highly conflictual environments will lead to business success and happy citizenship.

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Section: Limitations and Avenues For Future Researchsupporting

confidence: 72%

“…The short-term results highlighted in our earlier publications are outstanding but the offer is very limited. (Soliman et al, 2014(Soliman et al, , 2017, More negotiation courses and opportunities to practice through mediation clinics at University level are needed.…”

Section: One Recommendation Above All: Introduce Education To Negotiamentioning

confidence: 99%

Negotiation: always there and never called by its name Results from the literature and from empirical experiments

Soliman¹

2022

المجلة العربية للإدارة

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Nexus of Interorganizational Trust, Principled Negotiation, and Joint Action for Improved Cost Performance: Survey of Chinese Megaprojects

Yin

Chong

et al. 2018

J. Manage. Eng.

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Drawing on the theory of relational governance, this study determines the nexus of inter-organizational trust, principled negotiation, and joint action in cost performance. To this end, it formulates five hypotheses based on established management theories or principles of organizational studies. The study uses partial least squares structural equation modeling to analyze the 248 valid questionnaires collected from the analyzed organizations involved in megaprojects. The results show that interorganizational trust has a direct and indirect positive effect on improving cost performance. Principled negotiation and joint action can serve as multiple mediating roles between inter-organizational trust and cost performance. Contractual governance also has different moderation effects on principled negotiation and joint action toward cost performance. In conclusion, this study contributes to the knowledge on inter-organizational trust and its mediating effects on cost performance from the perspective of megaprojects. The results are generalizable to other projects with complicated organizational and working relationships.

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Inter and intra organizational negotiation during economic recession: An essay on the promotion of cooperation

Cited by 2 publications

References 18 publications

Negotiation: always there and never called by its name Results from the literature and from empirical experiments

Negotiation: always there and never called by its name Results from the literature and from empirical experiments

Nexus of Interorganizational Trust, Principled Negotiation, and Joint Action for Improved Cost Performance: Survey of Chinese Megaprojects

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