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

Chérine Soliman and Nicolas Antheaume ()
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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

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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.

Keywords: cooperation; organizational performance; negotiation; social dilemma; negotiator’s dilemma (search for similar items in EconPapers)
Date: 2016-02-07
New Economics Papers: this item is included in nep-cse
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