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


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.



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

Download as .RIS




Copyright © 1996, MCB UP Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.