The antecedents of renegotiations in practice—an exploratory analysis

Mareike Schoop (), Frank Köhne, Dirk Staskiewicz, Markus Voeth and Uta Herbst
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Mareike Schoop: University of Hohenheim
Frank Köhne: University of Hohenheim
Dirk Staskiewicz: University of Hohenheim
Markus Voeth: University of Hohenheim
Uta Herbst: University of Hohenheim

Group Decision and Negotiation, 2008, vol. 17, issue 2, No 3, 127-139

Abstract: Abstract In order to support business negotiations with electronic tools effectively, a deep understanding of real-life business negotiations is required. Comparing the settings usually applied in negotiation experiments with the every-day experiences of business negotiators, it can be stated that the work of business negotiators is much more iterative and embedded. Renegotiations appear on a regular basis. This observation stresses the importance of flawless communication in business negotiations and raises questions regarding the reasons for renegotiations and the role of information technology in this context. This paper investigates data gathered in a 2005 survey study in order to identify the context factors that drive B2B renegotiations using a preliminary regression model. The rules of interaction, task complexity, and business relationship are found to be significant predictors of the renegotiation likelihood while media richness does not impact the likelihood of renegotiations in practice.

Keywords: Negotiation; Renegotiation; Auction; Organisational communication; Negotiation systems (search for similar items in EconPapers)
Date: 2008
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Citations: View citations in EconPapers (4)

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DOI: 10.1007/s10726-007-9080-z

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