Research Details

Abstract

Negotiation is an essential skill for business leaders. However, the global, networked economy presents vexing challenges for negotiators who want to reach win-win outcomes. Negotiation involves a delicate balance of two motivations ? cooperation that paves the way toward information sharing necessary to increase mutual gain, but also competition in that parties do not share similar incentive structures. We explore obstacles as well as solutions to negotiation on a global stage. Specifically, we examine how 6 factors, including: cultural differences, ethical concerns, political events, information technology, ?big data,? and networks affect the process and outcome of effective negotiation.

Type

Book Chapter

Author(s)

Leigh Thompson

Date Published

2019

Citations

Thompson, Leigh. 2019. Win-win negotiation in a global economy.