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Journal ArticleDOI

An Exploratory Study on Negotiating Styles: Development of a Measure

01 Oct 2009-Vol. 34, Iss: 4, pp 37-50
TL;DR: In this article, a separation between the definition of negotiating style as a construct and other closely related constructs is maintained between negotiation style and other related constructs, such as negotiation ability, negotiation ability and negotiation strategy.
Abstract: Negotiation study as a tool in conflict management has been in vogue since long and spans the disciplinary boundaries. The outcome of business negotiations depends on bargainer characteristics, situation, and the negotiation process, which also drive the style adopted by a negotiator. Negotiation as a universal phenomenon does not have a universal style as the notion of consistent improved results for an individual�s business value has multiplicity of measures. Also, when it comes to negotiation style studies, they have either been packaged with other constructs or have been confused with them. For the clarity of the construct therefore it is essential that separation needs to be maintained between the definition of negotiating style as a construct and other closely related constructs. It is therefore proposed that works in negotiation need to be broadly divided into three types, involving the constructs of: Negotiating styleNegotiating abilityNegotiating strategy.Literature review suggests that the resea...
Citations
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Journal Article
TL;DR: In this paper, the authors study the perceptions of the respondents regarding the quality assurance and marketing strategy of an organization and the ultimate aim is to uphold the turnover of the organization and to create good market penetration of the goods produced in highly competitive business world.
Abstract: For any organization sound marketing strategy and quality assurance play vital role in the growth of the organization. The price, quality and service, service centers, friendly attitude, Discounts on sales, esthetics, store location and appearance, ease of operations, guarantees and warranties, adopting new ideas, and flexible payments terms were considered to study the perceptions of the respondents. The ultimate aim is to uphold the turnover of the organization and to create good market penetration of the goods produced in highly competitive business world.

11 citations

Journal ArticleDOI
TL;DR: In this paper, the authors examine the differences between buyers' and sellers' use of negotiation tactics in face-to-face B2B negotiations and explore how negotiators' professed negotiation styles influence buyers' or sellers" use of tactics.
Abstract: The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face-to-face business-to-business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real-life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.

7 citations

Posted Content
TL;DR: In this paper, the authors draw from an earlier work on the morphology of dispute handling capability to generate items for negotiating ability and conduct a qualitative study with executives to obtain an insight into the concept of negotiating ability using the critical incident technique.
Abstract: Conflicts are an ever present reality; and, we see that with an increase in psychological maturity at workplaces, conflicts are increasingly being handled through negotiations. While contemporary literature and tools deal with negotiating strategy, tools and techniques, what they miss out on is negotiating "ability". The primary premise of this paper is that behind these tools used in negotiations, is the individual ability to grapple with such interactions. The paper draws from an earlier work on the morphology of dispute handling capability to generate items for negotiating ability. The research was carried out in three phases. In the first phase, thirty incidents of dispute from Mahabharata -- an Indian epic about a war transcending human race and its complexities -- were outlined and subsequently analyzed to draw insights into negotiating and the capability required to negotiate. In the second phase, thirty exploratory in-depth interviews were carried out with executives to obtain an insight into the concept of negotiating ability using the critical incident technique. In the third phase of the research, findings from the qualitative methods were validated through survey method. The emerging scale along with the sub-scales shows robust psychometric properties and is expected to be useful for academics and practitioners alike.

3 citations

Dissertation
01 Jan 2016

3 citations

Book ChapterDOI
24 Jul 2020
TL;DR: The results suggest that the causal configurations that SD establish lead to non-linear relationships and feedback loops that direct behavior within negotiation, an understanding that further leads stakeholders to a holistic vision and the opportunity to change, manage, and control a negotiation as a system.
Abstract: This chapter introduces the negotiagram as a tool that contributes to the study of the negotiation process. The negotiagram is a construct that facilitates an understanding of interactions between negotiators and their temporal context. Given that the negotiation process can be seen as a system, system dynamics (SD) are used to explore the interactions and complexities in the proposed construct, especially when it comes to circumstances with a high degree of uncertainty, such as an economic crisis or disruptive innovation in the industry. The results suggest that the causal configurations that SD establish lead to non-linear relationships and feedback loops that direct behavior within negotiation, an understanding that further leads stakeholders to a holistic vision and the opportunity to change, manage, and control a negotiation as a system.

2 citations

References
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Book
01 May 1994
TL;DR: In this article, a self assessment of key managerial orientations is presented, including the managerial dilemma, the 9, 1 managerial style, the 1, 9 managerial style and the 5, 5 managerial style.
Abstract: Self assessment of key managerial orientations the managerial dilemma the 9,1 managerial style the 1,9 managerial style the 1,1 managerial style the 5,5 managerial style the 9,9 managerial style managerial facades mixed grid theories career accomplishment and managerial style analyzing personal managerial styles a 9,9 approach to organization development organization development and performance trends and practices of management.

1,960 citations

Journal ArticleDOI
TL;DR: Five factorially independent and reliable scales for conflict styles from a national sample were constructed and indicated that the test-retest and internal consistency reliability coefficients are satisfactory and compare favorably with other existing instruments.
Abstract: The article discusses a research on various styles of handling interpersonal conflict. For the measurement of conflict styles, seven non-random samples were used to generate and select suitable items. Five factorially independent and reliable scales for conflict styles from a national sample were constructed. These were used to test further validities of the scales against the measures of role status and sex. Results indicated that the test-retest and internal consistency reliability coefficients are satisfactory and compare favorably with other existing instruments.

1,473 citations

Book
01 Jan 1973
TL;DR: Deutsch as discussed by the authors explores the factors that determine whether the outcome of conflict will be fruitful or destructive, and examines conflict at the intrapsychic, interpersonal, and intergroup levels and formulates meaningful crosslevel generalizations about the determination of conflict resolution.
Abstract: Conflict is a natural and inevitable part of our personal and social lives. In this volume Morton Deutsch, the distinguished social psychologist, explores the factors that determine whether the outcome of conflict will be fruitful or destructive. He examines conflict at the intrapsychic, interpersonal, and intergroup levels and formulates meaningful cross-level generalizations about the determination of conflict resolution.

1,401 citations

Journal ArticleDOI
TL;DR: In this article, a new approach for research on effectiveness in sales interactions is proposed, which is based on considering the moderating effect of the salesperson's resources, the customer's buying habits, and the customers' buying habits.
Abstract: A new approach for research on effectiveness in sales interactions is proposed. This approach is based on considering the moderating effect of the salesperson's resources, the customer's buying tas...

707 citations

Trending Questions (1)
What are the different ways to measure negotiation success?

The paper does not provide information on the different ways to measure negotiation success. The paper is about the development of a measure for negotiating styles.