The antecedents of renegotiations in practice—an exploratory analysis

Abstract

In order to support business negotiations with electronic tools effectively, a deep understanding of real-life business negotiations is required. Comparing the settings usually applied in negotiation experiments with the every-day experiences of business negotiators, it can be stated that the work of business negotiators is much more iterative and embedded. Renegotiations appear on a regular basis. This observation stresses the importance of flawless communication in business negotiations and raises questions regarding the reasons for renegotiations and the role of information technology in this context. This paper investigates data gathered in a 2005 survey study in order to identify the context factors that drive B2B renegotiations using a preliminary regression model. The rules of interaction, task complexity, and business relationship are found to be significant predictors of the renegotiation likelihood while media richness does not impact the likelihood of renegotiations in practice.

A Conceptual Framework for Task and Tool Personalisation in IS Education

“…As such, they are often included in IS or business administration curricula in higher education preparing students for their jobs. Electronic communication media such as e-mail are increasingly used for negotiations, although they possess certain obstacles which inhibit optimal negotiation performance (Schoop et al 2008). For example, communication is unstructured; archiving of messages is left to the negotiators; and decision-making in multi-attributive negotiations is challenging.…”

Sino-Russian negotiation styles: A cross-cultural analysis of situated patterns

“…These semantic scales have merits over other types of Likert scales since they capture the linear progression from one end to the other – the opposites of the dimension. This behavioural approach to negotiation in the framework of styles offers a useful guide for the negotiation event for any projects (Schoop et al, 2008). This framework has informed subsequent research in international business (Metcalf et al, 2006) and in European cultural contexts (Salacuse, 2016).…”

The Conceptual Model of Construction and Real Estate Negotiation

“…determine the continuous interest in studies related to negotiations (Akdere, 2003) and the fact that the fi eld of negotiations becomes interdisciplinary as it stands at the boundary of various sciences dealing with its analysis. Negotiations are analysed by scientists from various fi elds, including psychology, sociology, political sciences, economics, management, communication sciences, sciences dealing with organisational behaviour, applied mathematics, engineering, computer sciences and artifi cial intelligence (Raiffa, 1982;Cohen, 1997;Hipel and Fraser, 1991;Kersten and Noronha, 1999;Wierzbicki et al, 1993;Lax and Sebenius, 1986;Gulliver, 1979;Kremenuk, 1991;Young, 1991;Keeney, 1992;Pruitt, 1995;Akdere, 2003;Ströbel and Weinhardt, 2 003;De Dreu and Carnevale, 2005;Schoop et al 2008;etc. ).…”

“…Electronic support for negotiations demands thorough knowledge of actual negotiations (Schoop et al, 2008) and of the negotiation theory. In order to have a better understanding of the origins of the construction and real estate negotiations and better understanding of the infl uencing factors, the main subjects which deal with negotiations and which have made a considerable input into this scientifi c fi eld must be distinguished and reviewed.…”