IDEAS home Printed from https://ideas.repec.org/p/hal/wpaper/hal-01270385.html
   My bibliography  Save this paper

Why and how to promote cooperative negotiation in a context of competitive globalization: A review of literature

Author

Listed:
  • Chérine Soliman

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

  • Nicolas Antheaume

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

Abstract

The economic environment which we know created a reality rich in conflict inside and outside the organization. This article defends the opinion that in such a context cooperation is needed. It presents cooperative negotiation as an important tool for conflict management, dispute management and building sustainable competitive advantages. This article addresses academics through the review and analysis of the most citied literature related to cooperative negotiation. It argues for and defends, based on existing research, the choice of cooperative negotiation. It also addresses professionals and provides arguments and guidelines for organizational cooperation enhancement.

Suggested Citation

  • Chérine Soliman & Nicolas Antheaume, 2016. "Why and how to promote cooperative negotiation in a context of competitive globalization: A review of literature," Working Papers hal-01270385, HAL.
    • Handle: RePEc:hal:wpaper:hal-01270385
    Note: View the original document on HAL open archive server: https://hal.science/hal-01270385
    as

    Download full text from publisher

    File URL: https://hal.science/hal-01270385/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Moore, Michael J & Moore, Marian Chapman, 1989. "Adaptive Learning, Adaptive Utility, and Rational Behavior in a Repeated Prisoner's Dilemma," Journal of Risk and Uncertainty, Springer, vol. 2(4), pages 367-383, December.
    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.

      More about this item

      Keywords

      cooperation; organizational performance; negotiation; social dilemma; negotiator’s dilemma;
      All these keywords.

      NEP fields

      This paper has been announced in the following NEP Reports:

      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:hal:wpaper:hal-01270385. 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: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

      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.