0000000000335658
AUTHOR
M. Carmen Saorín-iborra
How BATNAs perception impacts JVs negotiations
PurposeIn light of the inconclusive findings in literature, the aim of this paper is to answer the question: how can negotiation behavior be explained in a situation of power imbalance?Design/methodology/approachBased on Kim et al., the paper proposes a theoretical model that is empirically studied through a case study.FindingsPower relationship is a key contextual factor in determining negotiation behavior in joint ventures (JVs), but it has to be defined more in terms of the perceived value of the alternatives rather than the amount of available better alternatives to a negotiation agreement (BATNAs). Thus, when a partner looks to gain access to knowledge (market, technology, etc.) about …
Em direção a uma perspectiva integradora da teoria de grupos estratégicos: validade convergente e importância da definição de grupo estratégico
Una revisión de la literatura sobre grupos estratégicos evidencia, en primer lugar, una diversidad significativa de perspectivas de análisis, entre las que destacan el enfoque del posicionamiento estratégico, el de recursos y capacidades y la psicología cognitiva. En segundo lugar, revela la existencia tanto de definiciones alternativas de grupo estratégico, como de conceptos en cierto modo concurrentes (grupo cognitivo, grupo competitivo, grupo de interacción competitiva). Por último, lleva a concluir a los autores que todavía no existe una base teórica suficientemente sólida que permita fundamentar el propio concepto de grupo estratégico, así como su valor predictivo de las diferencias en…
Influence of Time Pressure on the Outcome of Intercultural Commercial Negotiations
ABSTRACTIt is essential, in commercial negotiations, to know how time pressure is expressed among customers and suppliers and which its effect on the outcomes of negotiation is. Must pressure be applied or not? In order to solve this question, 21 customer/supplier negotiation case studies were carried out (intercultural and intracultural). We have evidenced that an adequate time pressure, at low levels, produced outcomes that tend to be positive. Also, the national culture of the negotiators may influence the decision about using or not time pressure in these processes; especially when considering In-Group Collectivism and Uncertainty Avoidance dimensions.
The influence of gender role on negotiation development and outcome
PurposeThe main aim of this paper is to analyze the effect of gender differences on negotiation behaviour choice and, consequently, on its outcome. The analysis undertaken is first defined by distinguishing between sex and gender role. It gender role and not biological sex the factor that can have a direct impact on behaviour. With a contextual perspective, we have chosen the negotiation processes of strategic alliances as our contextual framework of analysis.Design/methodology/approachThe paper adopts a qualitative methodology, particularly case study analysis.FindingsA higher degree of complexity increases the perception of ambiguity, which then leads to the influence of gender in the neg…
Time pressure in acquisition negotiations: Its determinants and effects on parties’ negotiation behaviour choice
Abstract Although negotiation literature suggests that time pressure influences negotiation behaviour, and in strategy literature, time appears as a key factor in acquisition formation, its impact on negotiation behaviour choice has not been the subject of a great deal of in-depth research. This paper focuses on the determinants of the amount of time pressure perceived by negotiation parties during acquisition negotiations and the impact on communication. The effect of cultural differences in both relationships is also analysed. The theoretical model proposed is explored by examining three acquisition negotiation cases involving Spanish firms. The evidence suggests that, contrary to expecta…
Supplier behavior and its impact on customer satisfaction: A new characterization of negotiation behavior
Abstract Many questions of customer/supplier negotiation dynamics remain unanswered. One reason behind this is that most existing models do not entirely reflect the complex relationship between negotiation behavior and the attained outcome of the negotiation process, analyzing the former from a purely dichotomous perspective. This study examines supplier negotiation behavior and how it impacts the outcome (satisfaction) from the customer´s perspective, thereby proposing a new characterization of negotiation behavior. Our analysis is based on a case study of 21 customer/supplier negotiations carried out by four leading supermarket chains in Costa Rica. Evidence supports our proposal that in …
Internal employability as a strategy for key employee retention
Las economías alrededor del mundo, en especial en países delsur de Europa, están sufriendo los paralizantes efectos de la extremadamentecompleja crisis económica y financiera. Este estudio examina el impactode ciertas políticas de recursos humanos enfocadas a incrementarla empleabilidad interna como un medio para retener a los empleados valiososy para promover la flexibilidad laboral dentro de la empresa, asícomo para incrementar las actitudes positivas hacia la ciudadanía organizacional.Se proponen la satisfacción y el compromiso como variables queintermedian la relación entre la empleabilidad interna percibida y la intenciónde abandonar la empresa y sobre el desarrollo de comportamientode…