 Approaching Negotiation at the Organizational LevelAdrian Borbély and
Andrea Caputo
Post-Print from HAL Abstract: How can an organization improve its negotiation skills? The following article aims to answer this question by investigating how, and why, an organization's negotiation capability should be developed. We propose a four‐level Organizational Model of Negotiation (OMoN), in which the individual level (I) concerns how people interact at the negotiation table; the linkages level (II) concerns how different negotiations impact one another; the infrastructure level (III) concerns how an organization may organize its negotiation functions; and finally, the capability level (IV) concerns how negotiation can be the source of competitive advantage. Our framework opens the path for developing the understanding of this issue by presenting teaching resources and identifying a possible theoretical underpinning. The article also presents a broad research agenda, which offers the basis for future studies to integrate concepts from different fields of research, such as from the management and strategy literature, into the field of negotiation. Keywords: Négociation; stratégie; management; infrastructure de négociation; capacité; Modèle Organisationnel de Négociation (search for similar items in EconPapers) Published in Negotiation and Conflict Management Research, 2017, 10 (4), 306-323 p. ⟨10.1111/ncmr.12106⟩ There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03188181 DOI: 10.1111/ncmr.12106 Access Statistics for this paper More papers in Post-Print from HAL |
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