2018
DOI: 10.5465/annals.2016.0053
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More than a Phase: Form and Features of a General Theory of Negotiation

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Cited by 55 publications
(74 citation statements)
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References 113 publications
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“…This is consistent with recent work by Jang et al. (), who found that disputes over execution lead back to a renewed phase of negotiation between the parties, producing what they call a “dispute loop.” Clearly, many of our study participants do indeed deal with fluid agreements.…”
Section: Summary and Discussionsupporting
confidence: 92%
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“…This is consistent with recent work by Jang et al. (), who found that disputes over execution lead back to a renewed phase of negotiation between the parties, producing what they call a “dispute loop.” Clearly, many of our study participants do indeed deal with fluid agreements.…”
Section: Summary and Discussionsupporting
confidence: 92%
“…This suggests that while many negotiators view negotiation from a fixed mindset, the reality they face is often more fluid, suggesting a need for the development of science concerning effective mechanisms for managing change requests. This is consistent with recent work by Jang et al (2018), who found that disputes over execution lead back to a renewed phase of negotiation between the parties, producing what they call a "dispute loop." Clearly, many of our study participants do indeed deal with fluid agreements.…”
Section: Qualitative Reports On Experience With Contract Changessupporting
confidence: 91%
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“…The post-negotiation phase-when the terms of a deal are implemented-is critical, as this is when negotiators evaluate the success of their negotiation strategy (Jang, Elfenbein, & Bottom, 2018). The negotiated agreement represents obligations that each party will implement at some point in the future.…”
mentioning
confidence: 99%
“…When there is a noticeable growth of business negotiations that involve more than two parties it becomes increasingly more difficult to reach a satisfactory agreement between numerous stakeholders (Klenk et al 2012;Sarabando et al 2013;Zhou et al 2014;Sagi & Diermeier 2017;Caputo, 2019;Lee et al 2019). This type of negotiation occurs during the establishment of strategic partnerships, while undertaking joint ventures, forming strategic alliances, performing mergers and acquisitions, creating networks and virtual organizations, maintaining industrial relations and within other complex transactions that comprise numerous issues and parties, as well as those involving considerable risk (Greenhalgh 2001;Inkpen & Ross 2001;Franco 2008;Crump 2015;Jang et al 2018). The most important factors that enhance the prominence of multiparty negotiation are technological development and a substantial broadening of knowledge in many domains of activities, as well as changes in management systems within contemporary organizations (mainly decentralization of decisionmaking) and the social manner of human nature (Heiskanen 1999;Kamiński 2003;Lee & Kwon 2006).…”
Section: Introductionmentioning
confidence: 99%