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Brexit negotiations: From negotiation space to agreement zones

Ursula F Ott () and Pervez N Ghauri ()
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Ursula F Ott: Nottingham Trent University
Pervez N Ghauri: University of Birmingham

Journal of International Business Studies, 2019, vol. 50, issue 1, 137-149

Abstract: Abstract Brexit is decidedly a “big question”. We agree with International Business scholars who say that such questions need to be addressed using an inter-disciplinary approach. We use bargaining theory models of rational behavior and the negotiation literature to explain various Brexit options and predict their consequences. Considering the lack of relevant experiential knowledge, and the multidimensional high-stakes negotiations underway, it is little wonder that anxiety is growing across all 28 European Union member states. Our analysis supports a coherent approach from rational bargaining model to real-life international negotiation. We position outcome scenarios in different agreement zones and explore their ramifications.

Keywords: bargaining theory; negotiation analysis; agreement zone; Brexit negotiations; outcome scenarios (search for similar items in EconPapers)
Date: 2019
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