Analyzing interpersonal communications in industrial marketing negotiations

Alexander, Joe F.; Schul, Patrick L.; Babakus, Emin

doi:10.1007/bf02726005

Cited by 23 publications

(18 citation statements)

References 36 publications

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“…After the experimental negotiations, we asked students and managers to summarize the arguments they used in the negotiation and to justify why they did not achieve better results. This step was believed to increase the simulation's realism by making the participants responsible to an outside constituency (see also Alexander et al, 1991).…”

Section: Methodsmentioning

confidence: 98%

“…If the opponent fails to respond adequately, negative consequences will be imminent (Donohue, 1981), and the main objective is to achieve unilateral concessions from the opponent (Ganesan, 1993). Defensive strategies instead stabilize the negotiator's expected outcome(s) to make them less vulnerable to attack (Donohue, 1981), such as by supporting one's own position (bolstering mechanism) or rejecting the offers or statements of the opponent (blocking mechanism) (Alexander et al, 1991;Donohue, 1981). Finally, an integrative strategy represents a coordinated approach in which bargainers adopt a problem-solving orientation based on concessions from both parties (Clopton, 1984).…”

Section: Negotiation Strategiesmentioning

confidence: 98%

“…Research in the field of dyadic bargaining reveals a broad range of strategies, though in the context of distributive bargaining (i.e., zero-sum games; Pruitt, 1981), researchers generally refer to three strategies (see Alexander, Schul, & Babakus, 1991;Clopton, 1984;Donohue, 1981): (1) attacking, (2) defending, and (3) integrating or coordinating.…”

Section: Negotiation Strategiesmentioning

confidence: 99%

“…An attacking strategy refers to when a negotiator pursues an offensive strategy (Alexander et al, 1991), such as proposing nonconcessional offers, uttering threats, offering warnings and commands, or even making disparaging remarks about the opponent or offers. If the opponent fails to respond adequately, negative consequences will be imminent (Donohue, 1981), and the main objective is to achieve unilateral concessions from the opponent (Ganesan, 1993).…”

Section: Negotiation Strategiesmentioning

confidence: 99%

See 3 more Smart Citations

Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior

Wilken¹,

Cornelißen²,

Backhaus³

et al. 2010

International Journal of Research in Marketing

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Section: Methodsmentioning

confidence: 98%

Section: Negotiation Strategiesmentioning

confidence: 98%

Section: Negotiation Strategiesmentioning

confidence: 99%

Section: Negotiation Strategiesmentioning

confidence: 99%

See 2 more Smart Citations

Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior

Wilken¹,

Cornelißen²,

Backhaus³

et al. 2010

International Journal of Research in Marketing

View full text Add to dashboard Cite

“…Yetthe potential benefits of content analysis in the negotiation literature are well worth exploring. Though sparse, research utilizing content analysis does appear to be gaining some momentum in recent years (e.g., Alexander, Schul, & Babakus, 1991;Galinat & Muller, 1988;Jones, 1988;McGillicuddy, Welton, & Pruitt, 1987;Parrott, Greene, & Parker, 1992;Weingart,Bennett, & Brett, 1993;Weingart, Thompson, Bazerman, & Carroll, 1990). Moreover, this pursuit represents a bridging: A methodology, deriving from the field of communication, is applied to an interdisciplinary substantive issue.…”

Section: Content Analysismentioning

confidence: 99%

Content analysis in negotiation research: A review and guide

Harris

1996

Behavior Research Methods, Instruments, & Computers

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Content analysis, a technique in which inferences are derived from the communication of interacting parties, is not utilized enough in mainstream negotiation research. The purpose of the present article is to outline the benefits and limitations inherent in the content analysis technique, to provide a comprehensive review of content analysis systems that have been used in the past, and to evaluate the existing systems in an effort to guide readers in the decision process. This article aids the potential consumer-any person considering the use of content analysis in negotiation research-in making informed choices regarding this technique. Choice among existing systems should be based upon one's research question and upon accepted standards of quality.A system that is relatively comprehensive, well grounded in theory, and demonstrates acceptable levels of reliability is advocated. Specific recommendations regarding quality systems are provided.Negotiation is pervasive in nearly all forms of human social interaction. Whenever the desires of two or more people are perceived to be mutually exclusive and the players involved choose to develop an agreement to satisfy their needs, a form of negotiation is at work. Negotiation can be applied to all levels ofsocial conflict, ranging from a quarrel between friends or family members to full-scale warfare between nations. As a result, social scientists have long been interested in the processes and outcomes associated with negotiation.Performance is a major issue for much of the negotiation literature. Optimal performance, in the form of an agreement that objectively maximizes the interests of all parties involved, is regarded as highly desirable. As such, most of the investigation to date has focused upon two forms of dependent measures: economic measures and social-psychological measures (Thompson, 1990). Economic measures focus solely upon outcomes of a negotiation. They do not take into consideration the process by which those outcomes are achieved, and a standard of optimal performance is often used as a comparison by which to judge the effectiveness of a negotiation. Socialpsychological measures focus on both the process and the outcome of negotiation. They are usually in the form of a set of ratings of the outcome, of one's opponent, and of oneself (Thompson & Hastie, 1990). Social-psychological This material is based upon work supported by a faculty research grant from the University Research Council at Western Illinois University. The helpful comments from class members of the graduate seminar on conflict resolution held at Western Illinois University-Ronelle Allen, Bobby Bailey,Joan Holgate, Eboni House, and Alan Rhea-are gratefully acknowledged. The author also thanks Nimet Beriker, Laurie Weingart, and an anonymous reviewer for their suggestions, which resulted in a much improved manuscript. Correspondence should be sent to K. L. Harris, Department of Psychology, Western Illinois University, Macomb, IL 61455 (e-mail: karen_harris@ccmail.wiu.edu). measures r...

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Dynamics of channel negotiations: Contention and reciprocity

Eyuboglu

Buja²

1993

Psychology and Marketing

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We examine the dynamics of channel negotiations in terms of two useful notions: contention and reciprocity. Contention refers to the degree of overall tension between bargaining opponents. It expresses itself in all areas relevant to the negotiation process: economics, communications, and perceptions. In fact, level of contention is a dimension that ties these areas inseparably to each other. Reciprocity is the mechanism through which contention is maintained at the same or comparable levels among bargaining opponents. Reciprocity can be observed in all tactics and perceptions that cause or indicate contention. We examine these notions in two negotiation experiments and establish baseline behaviors in bargaining encounters. © 1993 John Wiley & Sons, Inc.

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Analyzing interpersonal communications in industrial marketing negotiations

Cited by 23 publications

References 36 publications

Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior

Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior

Content analysis in negotiation research: A review and guide

Dynamics of channel negotiations: Contention and reciprocity

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