Exploring factors that affect negotiators’ problem‐solving orientation

Alma Mintu‐Wimsatt (Associate Professor of Marketing at Texas A&M University‐Commerce, Commerce, Texas;)
Roger J. Calantone (Professor of Marketing at Michigan State University, East Lansing, Michigan, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 1996

Abstract

The willingness of negotiating parties to cooperate, communicate, and compromise ‐ prerequisites of the problem‐solving orientation ‐ often lead to successful outcomes. Consequently, problem‐solving oriented strategies are often employed by negotiators in order to achieve mutually acceptable outcomes. The results of a survey conducted among 98 exporters indicate that negotiators’ perceptions of their counterparts’ strategies seem to have the strongest influence on the extent of problem‐solving behaviors observed among negotiators. Prenegotiation experience, inherent conciliatory predisposition, and perceptions of the organization’s flexibility were also found to influence negotiators’ problem‐solving orientation.

Keywords

Citation

Mintu‐Wimsatt, A. and Calantone, R. (1996), "Exploring factors that affect negotiators’ problem‐solving orientation", Journal of Business & Industrial Marketing, Vol. 11 No. 6, pp. 61-73. https://doi.org/10.1108/08858629610151307

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Publisher

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MCB UP Ltd

Copyright © 1996, MCB UP Limited

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