IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v17y2008i2d10.1007_s10726-007-9080-z.html
   My bibliography  Save this article

The antecedents of renegotiations in practice—an exploratory analysis

Author

Listed:
  • Mareike Schoop

    (University of Hohenheim)

  • Frank Köhne

    (University of Hohenheim)

  • Dirk Staskiewicz

    (University of Hohenheim)

  • Markus Voeth

    (University of Hohenheim)

  • Uta Herbst

    (University of Hohenheim)

Abstract

In order to support business negotiations with electronic tools effectively, a deep understanding of real-life business negotiations is required. Comparing the settings usually applied in negotiation experiments with the every-day experiences of business negotiators, it can be stated that the work of business negotiators is much more iterative and embedded. Renegotiations appear on a regular basis. This observation stresses the importance of flawless communication in business negotiations and raises questions regarding the reasons for renegotiations and the role of information technology in this context. This paper investigates data gathered in a 2005 survey study in order to identify the context factors that drive B2B renegotiations using a preliminary regression model. The rules of interaction, task complexity, and business relationship are found to be significant predictors of the renegotiation likelihood while media richness does not impact the likelihood of renegotiations in practice.

Suggested Citation

  • Mareike Schoop & Frank Köhne & Dirk Staskiewicz & Markus Voeth & Uta Herbst, 2008. "The antecedents of renegotiations in practice—an exploratory analysis," Group Decision and Negotiation, Springer, vol. 17(2), pages 127-139, March.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:2:d:10.1007_s10726-007-9080-z
    DOI: 10.1007/s10726-007-9080-z
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-007-9080-z
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-007-9080-z?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Hart, Oliver D & Moore, John, 1988. "Incomplete Contracts and Renegotiation," Econometrica, Econometric Society, vol. 56(4), pages 755-785, July.
    2. Lee Sproull & Sara Kiesler, 1986. "Reducing Social Context Cues: Electronic Mail in Organizational Communication," Management Science, INFORMS, vol. 32(11), pages 1492-1512, November.
    3. Valley, Kathleen L. & Moag, Joseph & Bazerman, Max H., 1998. "'A matter of trust':: Effects of communication on the efficiency and distribution of outcomes," Journal of Economic Behavior & Organization, Elsevier, vol. 34(2), pages 211-238, February.
    4. Rob Cross & Lee Sproull, 2004. "More Than an Answer: Information Relationships for Actionable Knowledge," Organization Science, INFORMS, vol. 15(4), pages 446-462, August.
    5. Richard L. Daft & Robert H. Lengel, 1986. "Organizational Information Requirements, Media Richness and Structural Design," Management Science, INFORMS, vol. 32(5), pages 554-571, May.
    6. Michael Ströbel & Christof Weinhardt, 2003. "The Montreal Taxonomy for Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 12(2), pages 143-164, March.
    7. Fudenberg, Drew & Tirole, Jean, 1990. "Moral Hazard and Renegotiation in Agency Contracts," Econometrica, Econometric Society, vol. 58(6), pages 1279-1319, November.
    8. Zhao, Rui R., 2006. "Renegotiation-proof contract in repeated agency," Journal of Economic Theory, Elsevier, vol. 131(1), pages 263-281, November.
    9. Africa Ariño & José de la Torre, 1998. "Learning from Failure: Towards an Evolutionary Model of Collaborative Ventures," Organization Science, INFORMS, vol. 9(3), pages 306-325, June.
    10. Alan R. Dennis & Susan T. Kinney, 1998. "Testing Media Richness Theory in the New Media: The Effects of Cues, Feedback, and Task Equivocality," Information Systems Research, INFORMS, vol. 9(3), pages 256-274, September.
    11. Dimitri,Nicola & Piga,Gustavo & Spagnolo,Giancarlo (ed.), 2006. "Handbook of Procurement," Cambridge Books, Cambridge University Press, number 9780521870733, October.
    12. Paul M. Hirsch & Daniel Z. Levin, 1999. "Umbrella Advocates Versus Validity Police: A Life-Cycle Model," Organization Science, INFORMS, vol. 10(2), pages 199-212, April.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Johannes Gettinger & Sabine T. Koeszegi, 2014. "Far from Eye, Far from Heart: Analysis of Graphical Decision Aids in Electronic Negotiation Support," Group Decision and Negotiation, Springer, vol. 23(4), pages 787-817, July.
    2. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    3. Andreas Schmid & Mareike Schoop, 2022. "Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning," Group Decision and Negotiation, Springer, vol. 31(3), pages 649-681, June.
    4. David Gligor & Christopher Newman & Saim Kashmiri, 2021. "Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson," Journal of the Academy of Marketing Science, Springer, vol. 49(5), pages 969-993, September.

    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. Stefan Hoffmann & Tom Joerß & Robert Mai & Payam Akbar, 2022. "Augmented reality-delivered product information at the point of sale: when information controllability backfires," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 743-776, July.
    2. Sidhu, Jatinder S. & Volberda, Henk W., 2011. "Coordination of globally distributed teams: A co-evolution perspective on offshoring," International Business Review, Elsevier, vol. 20(3), pages 278-290, June.
    3. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    4. Lionel P. Robert & Alan R. Dennis & Manju K. Ahuja, 2008. "Social Capital and Knowledge Integration in Digitally Enabled Teams," Information Systems Research, INFORMS, vol. 19(3), pages 314-334, September.
    5. Ned Kock, 2004. "The Psychobiological Model: Towards a New Theory of Computer-Mediated Communication Based on Darwinian Evolution," Organization Science, INFORMS, vol. 15(3), pages 327-348, June.
    6. David Xu & Ronald Cenfetelli & Karl Aquino, 2012. "The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived," Journal of Business Ethics, Springer, vol. 106(3), pages 337-352, March.
    7. Ning Nan & Erik W. Johnston & Judith S. Olson, 2008. "Unintended consequences of collocation: using agent-based modeling to untangle effects of communication delay and in-group favor," Computational and Mathematical Organization Theory, Springer, vol. 14(2), pages 57-83, June.
    8. Ofir Turel & Catherine E. Connelly, 2012. "Team Spirit: The Influence of Psychological Collectivism on the Usage of E-Collaboration Tools," Group Decision and Negotiation, Springer, vol. 21(5), pages 703-725, September.
    9. Patrick Gonzàlez, 2004. "Investment and Screening Under Asymmetric Endogenous Information," RAND Journal of Economics, The RAND Corporation, vol. 35(3), pages 502-519, Autumn.
    10. Zhenhui (Jack) Jiang & Cheng Suang Heng & Ben C. F. Choi, 2013. "Research Note —Privacy Concerns and Privacy-Protective Behavior in Synchronous Online Social Interactions," Information Systems Research, INFORMS, vol. 24(3), pages 579-595, September.
    11. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    12. Olivier Meier & Aurélie Sannajust, 0. "The smart contract revolution: a solution for the holdup problem?," Small Business Economics, Springer, vol. 0, pages 1-16.
    13. Tangirala, Subrahmaniam & Alge, Bradley J., 2006. "Reactions to unfair events in computer-mediated groups: A test of uncertainty management theory," Organizational Behavior and Human Decision Processes, Elsevier, vol. 100(1), pages 1-20, May.
    14. Bård Harstad, 2016. "The Dynamics Of Climate Agreements," Journal of the European Economic Association, European Economic Association, vol. 14(3), pages 719-752, June.
    15. Alan V. S. Douglas, 2003. "Corporate Investment Incentives and Accounting†Based Debt Covenants," Contemporary Accounting Research, John Wiley & Sons, vol. 20(4), pages 645-683, December.
    16. Meissner, Jens O., 2005. "Relationship Quality in the Context of Computer-Mediated Communication - A social constructionist approach," Working papers 2005/15, Faculty of Business and Economics - University of Basel.
    17. Sandy Jap & Diana C. Robertson & Ryan Hamilton, 2011. "The Dark Side of Rapport: Agent Misbehavior Face-to-Face and Online," Management Science, INFORMS, vol. 57(9), pages 1610-1622, January.
    18. Graciela Corral de Zubielqui & Noel Lindsay & Wendy Lindsay & Janice Jones, 2019. "Knowledge quality, innovation and firm performance: a study of knowledge transfer in SMEs," Small Business Economics, Springer, vol. 53(1), pages 145-164, June.
    19. Sumita Raghuram & Philipp Tuertscher & Raghu Garud, 2010. "Research Note ---Mapping the Field of Virtual Work: A Cocitation Analysis," Information Systems Research, INFORMS, vol. 21(4), pages 983-999, December.
    20. Cesare Dosi & Michele Moretto, 2015. "Procurement with Unenforceable Contract Time and the Law of Liquidated Damages," The Journal of Law, Economics, and Organization, Oxford University Press, vol. 31(1), pages 160-186.

    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:spr:grdene:v:17:y:2008:i:2:d:10.1007_s10726-007-9080-z. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.