Saying and Doing: Understanding Pre-Negotiation in Complex Business Negotiation

Morten  Lindholst

Saying and Doing: Understanding Pre-Negotiation in Complex Business Negotiation

Morten Lindholst

Research output: Chapter in Book/Report/Conference proceeding › Article in proceedings › Research › peer-review

Abstract

Pre-negotiation is widely recognized as fundamental to increase negotiation effectiveness; yet little is known about pre-negotiation planning for real inter-organizational transactions. I propose a rigorous qualitative research design rooted in real organizational data from multiple sources facilitating plausible and credible holistic understanding of the research phenomenon. The proposed design
demonstrates the weakness in relying on an open-ended survey as the sole data source to understand an internal-organizational phenomenon.

Original language	English
Title of host publication	Group Decision and Negotiation : (GND) 2013
Editors	Bilyana Martinovski
Place of Publication	Kista
Publisher	Department of Computer and Systems Development (DSV). Stockholm University
Publication date	2013
Pages	276-285
ISBN (Print)	9789163734908
Publication status	Published - 2013
Event	13th Meeting on Group Decision and Negotiation. 2013 - Stockholm University, Stockholm, Sweden Duration: 17 Jun 2013 → 21 Jun 2013 Conference number: 13 http://gdn2013.blogs.dsv.su.se/

Conference

Conference	13th Meeting on Group Decision and Negotiation. 2013
Number	13
Location	Stockholm University
Country/Territory	Sweden
City	Stockholm
Period	17/06/2013 → 21/06/2013
Internet address	http://gdn2013.blogs.dsv.su.se/

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http://gdn2013.blogs.dsv.su.se/files/2012/05/proceedings_send_to_print_v51.pdf

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Cite this

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title = "Saying and Doing: Understanding Pre-Negotiation in Complex Business Negotiation",

abstract = "Pre-negotiation is widely recognized as fundamental to increase negotiation effectiveness; yet little is known about pre-negotiation planning for real inter-organizational transactions. I propose a rigorous qualitative research design rooted in real organizational data from multiple sources facilitating plausible and credible holistic understanding of the research phenomenon. The proposed designdemonstrates the weakness in relying on an open-ended survey as the sole data source to understand an internal-organizational phenomenon.",

keywords = "Inter-organizational negotiation, Methods and techniques, Real organizational setting, Qualitative research, Business",

author = "Morten Lindholst",

year = "2013",

language = "English",

isbn = "9789163734908",

pages = "276--285",

editor = "Bilyana Martinovski",

booktitle = "Group Decision and Negotiation",

publisher = "Department of Computer and Systems Development (DSV). Stockholm University ",

address = "Sweden",

note = "13th Meeting on Group Decision and Negotiation. 2013 ; Conference date: 17-06-2013 Through 21-06-2013",

url = "http://gdn2013.blogs.dsv.su.se/",

}

Lindholst, M 2013, Saying and Doing: Understanding Pre-Negotiation in Complex Business Negotiation. in B Martinovski (ed.), Group Decision and Negotiation: (GND) 2013. Department of Computer and Systems Development (DSV). Stockholm University , Kista, pp. 276-285, 13th Meeting on Group Decision and Negotiation. 2013, Stockholm, Sweden, 17/06/2013. <http://gdn2013.blogs.dsv.su.se/files/2012/05/proceedings_send_to_print_v51.pdf>

Saying and Doing: Understanding Pre-Negotiation in Complex Business Negotiation. / Lindholst, Morten .
Group Decision and Negotiation: (GND) 2013. ed. / Bilyana Martinovski. Kista: Department of Computer and Systems Development (DSV). Stockholm University , 2013. p. 276-285.

Research output: Chapter in Book/Report/Conference proceeding › Article in proceedings › Research › peer-review

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KW - Real organizational setting

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