Creative Relationship‐Focused Negotiations in International Business
Identifieur interne : 001129 ( Main/Exploration ); précédent : 001128; suivant : 001130Creative Relationship‐Focused Negotiations in International Business
Auteurs : Ji Li [Singapour] ; Chalmer E. Labig Jr. [Singapour]Source :
- Creativity and Innovation Management [ 0963-1690 ] ; 1996-06.
Abstract
In the international business arena, negotiators are advised to use creative strategies and tactics that are directed toward enhancing relations among the parties rather than use cooperative tactics to the exclusion of competitive ones. International negotiations are usually of a mixed‐motive nature, i.e. they involve issues which inherently and appropriately elicit both cooperative and competitive intentions and behaviours, often referred to as win‐win and win‐lose tactics. However, the popular literature on negotiation fails to consider this reality and often ignores the critical role of relationship building. Lack of focus on relationship building in negotiation can lead not only to inappropriate uses of problem solving techniques but also to unsuccessful outcomes. Various creative techniques appropriate for competitive situations are proposed that can enhance or, at least, maintain positive relationships.
Url:
DOI: 10.1111/j.1467-8691.1996.tb00127.x
Affiliations:
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