IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v9y2000i1d10.1023_a1008785122946.html
   My bibliography  Save this article

A Negotiation-Oriented Model of Auditor-Client Relationships

Author

Listed:
  • Gary Kleinman

    (New Jersey Institute of Technology)

  • Dan Palmon

    (Rutgers University)

Abstract

The increasing frequency and complexity of inter-organizational relationships suggests that inter-organizational negotiations should represent an area of increasing concern to management and academicians. Unfortunately, there is little theorizing about, nor study of, these negotiations. The few extant models are heavily influenced by models of individual negotiating styles that are then raised to the inter-organizational level with minimal change. The model developed here attempts to provide a framework for understanding the context of these inter-organizational negotiations by identifying and illuminating factors that influence the outcome of interactions in various long-term supplier relationships. Factors discussed include dynamic and stable environments, organizational cultures, role involvement, previous interactions between the individuals and organizations, and the unique characteristics of the decision-making processes that characterize the specific parties. As a framework for our presentation, we draw upon Kleinman and Palmon's (1999) theory of audit firm-client firm relationships, which is based on Kahn et al.'s (1964) Role Episode Model and Merton's (1966) Role Set Model. This paper incorporates Shakun's (1988) theory of evolutionary system design. The inclusion of the latter improves upon Kleinman and Palmon's work by first providing a better motive for the interaction between the parties, and second by shedding further light on the dynamics of the negotiation process.

Suggested Citation

  • Gary Kleinman & Dan Palmon, 2000. "A Negotiation-Oriented Model of Auditor-Client Relationships," Group Decision and Negotiation, Springer, vol. 9(1), pages 17-45, January.
    • Handle: RePEc:spr:grdene:v:9:y:2000:i:1:d:10.1023_a:1008785122946
    DOI: 10.1023/A:1008785122946
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/A:1008785122946
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/A:1008785122946?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. Fogarty, Timothy J., 1996. "The imagery and reality of peer review in the U.S.: Insights from institutional theory," Accounting, Organizations and Society, Elsevier, vol. 21(2-3), pages 243-267.
    2. Levinthal, D.A. & Fichman, M., 1991. "Honeymoons and the Liability of Adolescence : A New Perspective on Duration Dependence in Social Organizational Relationships," GSIA Working Papers 1991-34, Carnegie Mellon University, Tepper School of Business.
    3. Dean Tjosvold, 1998. "Using and Valuing Accounting Information: Joint Decision Making Between Accountants and Retail Managers," Group Decision and Negotiation, Springer, vol. 7(4), pages 327-345, July.
    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. Gary Kleinman & Betsy Beixin Lin, 2017. "Audit regulation in an international setting: Testing the impact of religion, culture, market factors, and legal code on national regulatory efforts," International Journal of Disclosure and Governance, Palgrave Macmillan, vol. 14(1), pages 62-94, February.
    2. Gary Kleinman & Dan Palmon, 2023. "A Values-based Approach to Understanding Corporate- Stakeholder Interactions," Group Decision and Negotiation, Springer, vol. 32(2), pages 301-326, April.
    3. Anna Che Azmi & Yuen Hoong Voon, 2016. "The Effect of Clients’ Auditing Experience and Concession-Timing Strategies on Auditor-Client Negotiations," Group Decision and Negotiation, Springer, vol. 25(5), pages 1049-1069, September.
    4. Waymond Rodgers & Andrés Guiral & José A. Gonzalo, 2019. "Trusting/Distrusting Auditors’ Opinions," Sustainability, MDPI, vol. 11(6), pages 1-16, March.
    5. Danielle E. Warren & Miguel Alzola, 2009. "Ensuring Independent Auditors: Increasing the Saliency of the Professional Identity," Group Decision and Negotiation, Springer, vol. 18(1), pages 41-56, January.
    6. Gary Kleinman & Pamela Strickland & Asokan Anandarajan, 2016. "The Accounting Court: Some Speculations on Why Not?," Group Decision and Negotiation, Springer, vol. 25(4), pages 845-871, July.

    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. Marco Grazzi & Chiara Piccardo & Cecilia Vergari, 2022. "Turmoil over the crisis: innovation capabilities and firm exit," Small Business Economics, Springer, vol. 59(2), pages 537-564, August.
    2. Daniel Fackler & Claus Schnabel & Joachim Wagner, 2013. "Establishment exits in Germany: the role of size and age," Small Business Economics, Springer, vol. 41(3), pages 683-700, October.
    3. Isaksson, Olov H.D. & Simeth, Markus & Seifert, Ralf W., 2016. "Knowledge spillovers in the supply chain: Evidence from the high tech sectors," Research Policy, Elsevier, vol. 45(3), pages 699-706.
    4. Alex Coad, 2018. "Firm age: a survey," Journal of Evolutionary Economics, Springer, vol. 28(1), pages 13-43, January.
    5. Thomas Ã…stebro, 1998. "Basic Statistics on the Success Rate and Profits for Independent Inventors," Entrepreneurship Theory and Practice, , vol. 23(2), pages 41-48, December.
    6. Michael Fritsch & Florian Noseleit & Yvonne Schindele, 2014. "Surviving Against the Tide: Are New Businesses in Innovative Industries Less Affected by General Economic Trends?," Jena Economics Research Papers 2014-017, Friedrich-Schiller-University Jena.
    7. Grilli, Luca & Piva, Evila & Lamastra, Cristina Rossi, 2010. "Firm dissolution in high-tech sectors: An analysis of closure and M&A," Economics Letters, Elsevier, vol. 109(1), pages 14-16, October.
    8. Amankwah-Amoah, Joseph, 2016. "An integrative process model of organisational failure," Journal of Business Research, Elsevier, vol. 69(9), pages 3388-3397.
    9. Thornhill, Stewart & Amit, Raphael, 2003. "Learning from Failure: Organizational Mortality and the Resource-based View," Analytical Studies Branch Research Paper Series 2003202e, Statistics Canada, Analytical Studies Branch.
    10. Saddam A. Hazaea & Ebrahim Mohammed Al-Matari & Saleh F. A. Khatib & Khaldoon Albitar & Jinyu Zhu, 2023. "Internal Auditing in the Arab World: A Systematic Literature Review and Directions for Future Research," SAGE Open, , vol. 13(4), pages 21582440231, October.
    11. Lin, Nidthida & Wilden, Ralf & Chirico, Francesco & Ghasrodashti, Elahe & DeTienne, Dawn R., 2022. "Persist or let it go: Do rational entrepreneurs make decisions rationally?," Journal of Business Venturing, Elsevier, vol. 37(4).
    12. Samsonova, Anna, 2009. "Local sites of globalisation: A look at the development of a legislative framework for auditing in Russia," CRITICAL PERSPECTIVES ON ACCOUNTING, Elsevier, vol. 20(4), pages 528-552.
    13. Laamanen, Tomi, 2005. "Dependency, resource depth, and supplier performance during industry downturn," Research Policy, Elsevier, vol. 34(2), pages 125-140, March.
    14. Yadong Luo, 2007. "Private control and collective control in international joint ventures," Management International Review, Springer, vol. 47(4), pages 531-566, October.
    15. Coad, Alex & Segarra, Agustí & Teruel, Mercedes, 2013. "Like milk or wine: Does firm performance improve with age?," Structural Change and Economic Dynamics, Elsevier, vol. 24(C), pages 173-189.
    16. Romi Kher & Shu Yang & Scott L. Newbert, 2023. "Accelerating emergence: the causal (but contextual) effect of social impact accelerators on nascent for-profit social ventures," Small Business Economics, Springer, vol. 61(1), pages 389-413, June.
    17. Kaplan, Steven E. & Williams, David D., 2012. "The changing relationship between audit firm size and going concern reporting," Accounting, Organizations and Society, Elsevier, vol. 37(5), pages 322-341.
    18. Samuel Adomako & Joseph Amankwah‐Amoah & Albert Danso & George Obeng Dankwah, 2021. "Chief executive officers' sustainability orientation and firm environmental performance: Networking and resource contingencies," Business Strategy and the Environment, Wiley Blackwell, vol. 30(4), pages 2184-2193, May.
    19. Estrada, Isabel & Faems, Dries & Martin Cruz, Natalia & Perez Santana, Pilar, 2016. "The role of interpartner dissimilarities in Industry-University alliances: Insights from a comparative case study," Research Policy, Elsevier, vol. 45(10), pages 2008-2022.
    20. Peng, George Z. & Beamish, Paul W., 2019. "Subnational FDI Legitimacy and Foreign Subsidiary Survival," Journal of International Management, Elsevier, vol. 25(3), pages 1-1.

    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:9:y:2000:i:1:d:10.1023_a:1008785122946. 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.