Data-based negotiator allocation management

Frederik Beuk and Eran Rubin

Business Horizons, 2021, vol. 64, issue 4, 537-552

Abstract: Negotiation abilities are difficult to assess, and negotiation outcomes are difficult to predict. This leads to possible deficiencies in resource allocation for negotiation tasks. In this article, we discuss the merits of a data-based approach for the allocation of negotiators to negotiation tasks. We provide a framework for negotiation allocation management that includes a method for assessing negotiator strength. The negotiator strength measure compares observable negotiation outcomes relative to similar outcomes in similar situations. We provide examples for using our framework and show evidence for its appeal when using industry data. We discuss implications for managers and provide key takeaways.

Keywords: Negotiation management; Negotiator strength; Negotiation performance prediction; Elo rating (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:eee:bushor:v:64:y:2021:i:4:p:537-552

DOI: 10.1016/j.bushor.2021.02.017

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