Skip to main content
Disciplines
Automotive Business IT + Informatics Construction + Real Estate Electrical Engineering + Electronics Energy + Sustainability Insurance + Risk Finance + Banking Management + Leadership Marketing + Sales Mechanical Engineering + Materials
Events
DE
EN
Books
Journals
Topic Page
Marketing
Start single access now
Access for companies
EXTENDED SEARCH
Log in
Top
Published in:
Introduction Read chapter Read first chapter

2020 | OriginalPaper | Chapter

3. Win-Win Negotiation in a Global Economy

Author : Leigh Thompson

Published in: New Leadership in Strategy and Communication

Publisher: Springer International Publishing

Log in

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Abstract

Negotiation is an essential skill for business leaders. However, the global, networked economy presents vexing challenges for negotiators who want to reach win-win outcomes. Negotiation involves a delicate balance of two motivations—cooperation that paves the way toward information sharing necessary to increase mutual gain, but also competition in that parties do not share similar incentive structures. We explore obstacles as well as solutions to negotiation on a global stage. Specifically, we examine how 6 factors, including: cultural differences, ethical concerns, political events, information technology, “big data,” and networks affect the process and outcome of effective negotiation.

Dont have a licence yet? Then find out more about our products and how to get one now:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

inform now

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

inform now
previous chapter To Mars on a Bike—Images of Regulation
next chapter Do You Have the Right Profiles in Your C-Suite for an Effective Transformation?
Literature
Bazerman, M. H., & Neale, M. A. (1992). Negotiating rationally. New York: Free Press.
Davis, S. (2018, August 16). ‘He had his chance to be here’: John Elway says the Broncos won’t consider signing Colin Kaepernick because he turned down a contract 2 years ago. Business Insider. businessinsider.​com
Fisher, R., & Ury, B. (1981). Getting to yes: Negotiating agreement without giving in. Boston: Houghton Mifflin.
Follett, M. (1994). In P. Graham (Ed.), Mary Parker Follett: Prophet of management—A celebration of writings from the 1920s. Boston: Harvard Business School Press.
Froman, L. A., & Cohen, M. D. (1970). Research reports. Compromise and logroll: Comparing the efficiency of two bargaining processes. Behavioral Science, 15(2), 180–183.
Fung, B. (2015, June 23). Amazon wants to control ‘.amazon.’ but so does half of South America. The Washington Post. washingtonpost.​com
Gillespie, J. J., & Bazerman, M. H. (1998). Pre-settlement settlement (PreSS): A simple technique for initiating complex negotiations. Negotiation Journal, 14(2), 149–159.CrossRef
Lax, D. A., & Sebenius, J. K. (1986). The manager as negotiator. New York: Free Press.
Loschelder, D. D., Trötschel, R., Swaab, R. I., Friese, M., & Galinsky, A. D. (2016). The information-anchoring model of first offers: When moving first helps versus hurts negotiators. Journal of Applied Psychology, 101(7), 995–1012.CrossRef
Medvec, V. H., & Galinsky, A. D. (2005). Putting more on the table: How making multiple offers can increase the final value of the deal. HBS Negotiation Newsletter, 8, 4–6.
Meyer, D. (2018, May 25). As the NFL bans kneeling during the national anthem, a new petition urges sponsors to boycott the league. Fortune. fortune.​com
Raiffa, H. (1982). The art and science of negotiation. Cambridge, Mass: Belknap Press of Harvard University Press.
Swaab, R. I., Galinsky, A. D., Medvec, V., & Diermeier, D. A. (2012). The communication orientation model: Explaining the diverse effects of sight, sound, and synchronicity on negotiation and group decision-making outcomes. Personality and Social Psychology Review, 16(1), 25–53.CrossRef
Thaler, R. H. (1988). Anomalies: The winner’s curse. Journal of Economic Perspectives, 2(1), 191–202.CrossRef
Thompson, L. L. (2020). The mind and heart of the negotiator (7th ed.). Upper Saddle River, NJ: Prentice Hall.
Thompson, L. L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27(2), 161–179.CrossRef
Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47(1), 98–123.CrossRef
Walton, R. E., & McKersie, R. B. (1965). A behavioral theory of labor relations. New York: McGraw-Hill.
White, P. (2018, September 11). Viacom’s channel 5 strikes terms of trade deal with UK producers. Deadline. deadline.​com
Metadata
Title
Win-Win Negotiation in a Global Economy
Author
Leigh Thompson
Copyright Year
2020
Book
New Leadership in Strategy and Communication

Print ISBN: 978-3-030-19680-6

Electronic ISBN: 978-3-030-19681-3

Copyright Year: 2020

DOI
https://doi.org/10.1007/978-3-030-19681-3_3