IDEAS home Printed from https://ideas.repec.org/a/rom/rmcimn/v12y2011i6p58-63.html
   My bibliography  Save this article

The Economic Performances Gained Through Integrating the Adaptive Anticipations within Commercial Negotiation Process

Author

Listed:
  • Gheorghe BASANU

    (The Bucharest Academy of Economic Studies, Romania)

  • Iamandi Gheorghe BUCUR

    (The Bucharest Academy of Economic Studies, Romania)

Abstract

Relational contexts of negotiation, have interrelated goals, that are based on the views of the negotiating partners themselves and on their endogenous and exogenous variables. It should be made, therefore, the ex ante and ex post analysis of the whole process of commercial negotiation, for dimensioning the company's economic performance. It is being recommended, a coherent analysis of the sensitive border between success and failure, within the present trade negotiations, that are taking place at a time when the demand / supply ratio is highly oscillating. This paper brings to the fore the current financial and economic context marked by a profound global crisis, and its implications over the commercial negotiation processes, in a fierce competition and pressing survival needs of SMEs conditions. Moreover, it highlights the beneficial role of using basic tools based upon knowledge society development. In this regard, we propose the integration of adaptive expectations equations throughout the trade negotiation process development, focusing on the expectations 'correction' in relation to the failure of a previous trade negotiations.

Suggested Citation

  • Gheorghe BASANU & Iamandi Gheorghe BUCUR, 2011. "The Economic Performances Gained Through Integrating the Adaptive Anticipations within Commercial Negotiation Process," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 12(6), pages 58-63, December.
    • Handle: RePEc:rom:rmcimn:v:12:y:2011:i:6:p:58-63
    as

    Download full text from publisher

    File URL: https://rmci.ase.ro/no12vol1s/Vol-12_No-1S_Article-9.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Curhan, Jared R. & Neale, Margaret A. & Ross, Lee & Rosencranz-Engelmann, Jesse, 2008. "Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 192-205, November.
    2. Hensher, David A. & Stanley, John, 2008. "Transacting under a performance-based contract: The role of negotiation and competitive tendering," Transportation Research Part A: Policy and Practice, Elsevier, vol. 42(9), pages 1143-1151, November.
    3. Campello, Murillo & Graham, John R. & Harvey, Campbell R., 2010. "The real effects of financial constraints: Evidence from a financial crisis," Journal of Financial Economics, Elsevier, vol. 97(3), pages 470-487, September.
    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. Nguyen, Thu Ha & Lan, Yihui & Treepongkaruna, Sirimon & Zhong, Rui, 2023. "Credit rating downgrades and stock price crash risk: International evidence," Finance Research Letters, Elsevier, vol. 55(PB).
    2. Sylvain Catherine & Thomas Chaney & Zongbo Huang & David Sraer & David Thesmar, 2022. "Quantifying Reduced‐Form Evidence on Collateral Constraints," Journal of Finance, American Finance Association, vol. 77(4), pages 2143-2181, August.
    3. Manganaris, Panayotis & Beccalli, Elena & Dimitropoulos, Panagiotis, 2017. "Bank transparency and the crisis," The British Accounting Review, Elsevier, vol. 49(2), pages 121-137.
    4. Lirios Alos-Simo & Antonio J. Verdu-Jover & Jose M. Gomez-Gras, 2020. "Knowledge Transfer in Sustainable Contexts: A Comparative Analysis of Periods of Financial Recession and Expansion," Sustainability, MDPI, vol. 12(12), pages 1-24, June.
    5. Leon Zolotoy & Don O’Sullivan & Keke Song, 2021. "The Role of Ethical Standards in the Relationship Between Religious Social Norms and M&A Announcement Returns," Journal of Business Ethics, Springer, vol. 170(4), pages 721-742, May.
    6. Steven J. Davis & John C. Haltiwanger & Kyle Handley & Ben Lipsius & Josh Lerner & Javier Miranda, 2021. "The economic effects of private equity buyouts," Jena Economics Research Papers 2021-013, Friedrich-Schiller-University Jena.
    7. Duygan-Bump, Burcu & Levkov, Alexey & Montoriol-Garriga, Judit, 2015. "Financing constraints and unemployment: Evidence from the Great Recession," Journal of Monetary Economics, Elsevier, vol. 75(C), pages 89-105.
    8. Richardson, Grant & Taylor, Grantley & Lanis, Roman, 2015. "The impact of financial distress on corporate tax avoidance spanning the global financial crisis: Evidence from Australia," Economic Modelling, Elsevier, vol. 44(C), pages 44-53.
    9. Chen, Jun & King, Tao-Hsien Dolly & Wen, Min-Ming, 2015. "Do joint ventures and strategic alliances create value for bondholders?," Journal of Banking & Finance, Elsevier, vol. 58(C), pages 247-267.
    10. Qin, Wei & Liang, Quanxi & Jiao, Yan & Lu, Meiting & Shan, Yaowen, 2022. "Social trust and dividend payouts: Evidence from China," Pacific-Basin Finance Journal, Elsevier, vol. 72(C).
    11. Matthew Rognlie & Andrei Shleifer & Alp Simsek, 2018. "Investment Hangover and the Great Recession," American Economic Journal: Macroeconomics, American Economic Association, vol. 10(2), pages 113-153, April.
    12. Custódio, Cláudia & Ferreira, Miguel A. & Laureano, Luís, 2013. "Why are US firms using more short-term debt?," Journal of Financial Economics, Elsevier, vol. 108(1), pages 182-212.
    13. Ippolito, Filippo & Peydró, José-Luis & Polo, Andrea & Sette, Enrico, 2016. "Double bank runs and liquidity risk management," Journal of Financial Economics, Elsevier, vol. 122(1), pages 135-154.
    14. Stijn Claessens & M. Ayhan Kose, 2013. "Financial Crises: Explanations, Types and Implications," CAMA Working Papers 2013-06, Centre for Applied Macroeconomic Analysis, Crawford School of Public Policy, The Australian National University.
    15. Joliet, Robert & Muller, Aline, 2016. "Are foreign earnings disclosures value-relevant?," Research in International Business and Finance, Elsevier, vol. 37(C), pages 170-183.
    16. Alex Bryson & Harald Dale-Olsen & Trygve Gulbrandsen, 2016. "Family ownership, Workplace Closure and the Recession," DoQSS Working Papers 16-06, Quantitative Social Science - UCL Social Research Institute, University College London.
    17. de Haas, Ralph & Popov, A., 2018. "Financial Development and Industrial Pollution," Other publications TiSEM a0a4fb82-734a-442a-9ea1-a, Tilburg University, School of Economics and Management.
    18. Guangfan Sun & Xin Lin & Junyi Chen & Nuo Xu & Ping Xiong & Hanqi Li, 2023. "Cultural inclusion and corporate sustainability: evidence from food culture and corporate total factor productivity in China," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-15, December.
    19. Jiang, Jie & Hou, Jack & Wang, Cangyu & Liu, HaiYue, 2021. "COVID-19 impact on firm investment—Evidence from Chinese publicly listed firms," Journal of Asian Economics, Elsevier, vol. 75(C).
    20. Desmichel, Perrine & Ordabayeva, Nailya & Kocher, Bruno, 2020. "What if diamonds did not last forever? Signaling status achievement through ephemeral versus iconic luxury goods," Organizational Behavior and Human Decision Processes, Elsevier, vol. 158(C), pages 49-65.

    More about this item

    Keywords

    negociation; management; commercial process.;
    All these keywords.

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

    Statistics

    Access and download statistics

    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:rom:rmcimn:v:12:y:2011:i:6:p:58-63. 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: Marian Nastase (email available below). General contact details of provider: https://edirc.repec.org/data/mnasero.html .

    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.