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Provis, Chris

doi:10.1023/a:1006269203443

Cited by 28 publications

(3 citation statements)

References 39 publications

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“…Moral wisdom: This category emphasizes the ethics, values, and empathy demonstrated by the negotiating partners (e.g. Gaspar and Chen, 2016; Provis, 2000; Tasa and Bell, 2017; Wertheim, 2016). …”

Section: Conceptual Framework and Literature Reviewmentioning

confidence: 99%

Differences between habitual and novice entrepreneurs in funding negotiations

Glade,

Kesting,

Smolinski

et al. 2023

IJEBR

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PurposeNegotiations with venture capitalists (VCs) play a crucial role in the entrepreneurial financing process. Habitual entrepreneurs are generally able to secure more venture capital funding and on better deal terms than novices. This study investigates the disparities in negotiation competencies between habitual and novice entrepreneurs during VC funding negotiations.Design/methodology/approachThis study employed a qualitative approach to investigate the variation in negotiation competencies between habitual and novice entrepreneurs, utilizing the negotiation competency model (NCM). The data analysis and interpretation adopted an inductive concept development approach. A total of 21 semi-structured interviews were conducted with seasoned VCs located in Europe, all of whom had actively engaged in funding negotiations with both habitual and novice entrepreneurs.FindingsThe findings revealed substantial disparities between novice and habitual entrepreneurs in VC negotiations. Although not all competencies of the NCM exhibited variances, the results indicate three primary dimensions contributing to these differences: expertise, reputation, and negotiation competence.Originality/valueThis study is groundbreaking as it represents one of the earliest empirical investigations into the entrepreneurial negotiation competencies within VC negotiations. The findings endeavor to narrow the gap between novice and habitual entrepreneurs in VC negotiations by pinpointing the distinct variations between these two groups, which hold significant practical implications. Furthermore, this study expands the conceptual framework of the NCM by identifying supplementary competencies within the realm of VC negotiations.

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Section: Conceptual Framework and Literature Reviewmentioning

confidence: 99%

Differences between habitual and novice entrepreneurs in funding negotiations

Glade,

Kesting,

Smolinski

et al. 2023

IJEBR

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show abstract

“…Provis (2000) suggests that deception in negotiation is not as endemic as some assume. Poor communication skills and/or genuine concession-giving may be misconstrued as bluffing, he argues, adding that even where bluffing by others is possible or has occurred, there are feasible alternative responses other than reciprocation with bluffing.…”

Section: Ethical Arguments Surrounding Deception In Negotiationmentioning

confidence: 99%

“…Consequently, he argues, deception that occurs in this context should not be held to the same standards of morality as one would hold in one's private life outside of work. Others maintain that deception is neither as expected nor as necessary as Carr proposes (Provis, 2000). Forty years after Carr, a divergence of opinion on the ethicality of deception in negotiation persists (see Lewicki et al, 2006, pp.…”

mentioning

confidence: 99%

Lying and Smiling: Informational and Emotional Deception in Negotiation

Fulmer

Barry

Long³

2008

J Bus Ethics

105

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This study investigated attitudes toward the use of deception in negotiation, with particular attention to the distinction between deception regarding the informational elements of the interaction (e.g., lying about or misrepresenting needs or preferences) and deception about emotional elements (e.g., misrepresenting one's emotional state). We examined how individuals judge the relative ethical appropriateness of these alternative forms of deception, and how these judgments relate to negotiator performance and long-run reputation. Individuals viewed emotionally misleading tactics as more ethically appropriate to use in negotiation than informational deception. Approval of deception predicted negotiator performance in a negotiation simulation and also general reputation as a negotiator, but the nature of these relationships depended on the kind of deception involved.

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Ethics, philosophy and the employment relationship

Marinetto¹

2011

Reassessing the Employment Relationship

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Untitled

Cited by 28 publications

References 39 publications

Differences between habitual and novice entrepreneurs in funding negotiations

Differences between habitual and novice entrepreneurs in funding negotiations

Lying and Smiling: Informational and Emotional Deception in Negotiation

Ethics, philosophy and the employment relationship

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