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RESEARCH PRODUCT

A review of negotiation outcome: A proposal on delimitation and subsequent assessment in joint venture negotiations

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Abstract In this study, we examine the outcomes of negotiation processes in joint ventures. Following a review of negotiation and strategy literature, we propose that satisfaction with the relationship created between partners is the most suitable indicator of negotiation outcome. This indicator is analyzed through the use of two parameters or variables: trust and uncertainty. The analysis is then used to bridge the gap that currently exists in the literature by proposing when a negotiation should be considered successful in joint ventures. One important conclusion of our study is that nonagreement should not always be valued in negative terms as in certain circumstances it can imply the most advantageous end to a negotiation. The scholarly and applied implications of our findings are discussed. Resume Cette etude examine les resultats de la procedure de negociation dans les entreprises communes. Apres une revue des publications sur la negociation et la strategic elle montre que la satisfaction que les partenaires tirent de la relation qui existe entre eux est l'indice le plus approprie du resultat des negociations. Cet indice est analyse a partir de deux parametres ou variables: la confiance et l'incertitude. En proposant un cadre pour les negociations reussies, l'analyse permet de combler une lacune dans les publications actuelles. L'une des conclusions majeures de l'etude est que le desaccord ne doit pas toujours etre evalue negativement puisque dans certaines situations, il peut etre l'issu le plus souhaitable. Nous terminons par un examen des implications academiques et pratiques de l'etude.