IDEAS home Printed from https://ideas.repec.org/a/jas/jasssj/2023-173-2.html
   My bibliography  Save this article

Exploring the Complexities of Negotiation: Strategies for Successful Intra- and Inter-Team Negotiation in Organizations

Author

Listed:

Abstract

Organizational silos pose a common challenge for many companies, as they create barriers to communication, coordination, and resource efficiency. Addressing these challenges necessitates successful negotiation, yet the realm of multi-level team negotiation remains understudied. This research employs a computational simulation model to explore the dynamics of two-level negotiation, encompassing interactions of individuals searching for an agreement within and between teams in the organization. Our model involves individuals and teams with conflicting opinions on mutual interest issues. Within the intra-team negotiation process, the model integrates loyalty-driven opinion adjustments and the influence of the collective opinions of team members on team decisions. Concurrently, the inter-team negotiation introduces parameters reflecting teams’ willingness to negotiate with each other, emphasizing their openness to opinion adjustments. Our findings highlight the importance of individual loyalty, the leader acceptance ratio, and team willingness to negotiate as pivotal factors for achieving successful negotiation. We shed light on the mechanisms involved in two-level negotiations, including both within a team and between teams. This contribution enriches the literature on organizational negotiation and team dynamics in the context of organizational conflict. Moreover, this study advances the field by developing a computational simulation model, laying the groundwork for future studies exploring the multi-level negotiation processes. The insights in this study can equip managers with strategies to foster a win-win mindset for improved team coordination.

Suggested Citation

  • Minyoung Choi & Jae-Suk Yang, 2024. "Exploring the Complexities of Negotiation: Strategies for Successful Intra- and Inter-Team Negotiation in Organizations," Journal of Artificial Societies and Social Simulation, Journal of Artificial Societies and Social Simulation, vol. 27(3), pages 1-4.
    • Handle: RePEc:jas:jasssj:2023-173-2
    as

    Download full text from publisher

    File URL: https://www.jasss.org/27/3/4/4.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Patrick J Oehler & Jutta Stumpf-Wollersheim & Isabell M Welpe & David Obstfeld, 2021. "Beyond the truce: how conflict affects teams’ decisions whether to enact routines or creative projects [Organizational routines: a review of the literature]," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 30(3), pages 799-822.
    2. Putnam, Robert D., 1988. "Diplomacy and domestic politics: the logic of two-level games," International Organization, Cambridge University Press, vol. 42(3), pages 427-460, July.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ethan B Kapstein, 2006. "Architects of stability? International cooperation among financial supervisors," BIS Working Papers 199, Bank for International Settlements.
    2. Simon Hug & Tobias Schulz, 2007. "Referendums in the EU’s constitution building process," The Review of International Organizations, Springer, vol. 2(2), pages 177-218, June.
    3. Heike Schroeder, 2010. "Agency in international climate negotiations: the case of indigenous peoples and avoided deforestation," International Environmental Agreements: Politics, Law and Economics, Springer, vol. 10(4), pages 317-332, December.
    4. Koichi Hamada & Asahi Noguchi, 2005. "The Role of Preconceived Ideas in Macroeconomic Policy: Japan's Experiences in the Two Deflationary Periods," Working Papers 908, Economic Growth Center, Yale University.
    5. Balint, T. & Lamperti, F. & Mandel, A. & Napoletano, M. & Roventini, A. & Sapio, A., 2017. "Complexity and the Economics of Climate Change: A Survey and a Look Forward," Ecological Economics, Elsevier, vol. 138(C), pages 252-265.
    6. Gonzalo Escribano, 2006. "Europeanisation without Europe? The Mediterranean and the Neighbourhood Policy," EUI-RSCAS Working Papers 19, European University Institute (EUI), Robert Schuman Centre of Advanced Studies (RSCAS).
    7. Gerald Schneider & Daniel Finke & Stefanie Bailer, 2010. "Bargaining Power in the European Union: An Evaluation of Competing Game‐Theoretic Models," Political Studies, Political Studies Association, vol. 58(1), pages 85-103, February.
    8. Jeffry Frieden & Stefanie Walter, 2019. "Analyzing inter-state negotiations in the Eurozone crisis and beyond," European Union Politics, , vol. 20(1), pages 134-151, March.
    9. Helpman, E., 1995. "Politics and Trade Policy," Papers 30-95, Tel Aviv - the Sackler Institute of Economic Studies.
    10. Kathryn M.E. Dominguez, 1993. "The Role of International Organizations in the Bretton Woods System," NBER Chapters, in: A Retrospective on the Bretton Woods System: Lessons for International Monetary Reform, pages 357-404, National Bureau of Economic Research, Inc.
    11. Jasper Krommendijk, 2015. "The domestic effectiveness of international human rights monitoring in established democracies. The case of the UN human rights treaty bodies," The Review of International Organizations, Springer, vol. 10(4), pages 489-512, December.
    12. Conconi, Paola & Sahuguet, Nicolas & Zanardi, Maurizio, 2018. "Electoral incentives, term limits, and the sustainability of peace," European Journal of Political Economy, Elsevier, vol. 51(C), pages 15-26.
    13. Lindsey Doyle & Lukas Hegele, 2021. "Talks before the talks: Effects of pre-negotiation on reaching peace agreements in intrastate armed conflicts, 2005–15," Journal of Peace Research, Peace Research Institute Oslo, vol. 58(2), pages 231-247, March.
    14. Fritz W. Scharpf, 1991. "Games Real Actors Could Play: The Challenge of Complexity," Journal of Theoretical Politics, , vol. 3(3), pages 277-304, July.
    15. Jeroen Warner & Neda Zawahri, 2012. "Hegemony and asymmetry: multiple-chessboard games on transboundary rivers," International Environmental Agreements: Politics, Law and Economics, Springer, vol. 12(3), pages 215-229, September.
    16. Mariateresa Fiocca, 2001. "Mediterraneo e Balcani: Due Aree di Crisi e di Opportunità alla periferia dell'unione Europea," ISAE Working Papers 19, ISTAT - Italian National Institute of Statistics - (Rome, ITALY).
    17. David Carment & Patrick James, 1995. "Internal Constraints and Interstate Ethnic Conflict," Journal of Conflict Resolution, Peace Science Society (International), vol. 39(1), pages 82-109, March.
    18. repec:bla:jcmkts:v:48:y:2010:i::p:557-578 is not listed on IDEAS
    19. Robert Pahre, 1998. "Reactions and Reciprocity," Journal of Conflict Resolution, Peace Science Society (International), vol. 42(4), pages 467-492, August.
    20. Alice Nicole Sindzingre, 2015. "‘Policy Externalisation’ Inherent Failure: International Financial Institutions’ Conditionality in Developing Countries," Post-Print hal-01668367, HAL.
    21. Grégoire Rota Graziosi, 2009. "On the Strategic Use of Representative Democracy in International Agreements," Journal of Public Economic Theory, Association for Public Economic Theory, vol. 11(2), pages 281-296, April.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:jas:jasssj:2023-173-2. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Francesco Renzini (email available below). General contact details of provider: .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.