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1 – 10 of over 47000

Abstract

Details

Bend the Knee or Seize the Throne: Leadership Lessons from the Seven Kingdoms
Type: Book
ISBN: 978-1-80262-650-6

Article
Publication date: 28 July 2023

Thomas Wiegelmann and Horacio Falcão

The practice briefing aims to provide real estate professionals and negotiators with a superior understanding of negotiation process design to maximise real estate disposition…

Abstract

Purpose

The practice briefing aims to provide real estate professionals and negotiators with a superior understanding of negotiation process design to maximise real estate disposition outcomes. The purpose of this paper is to discuss the aforementioned objective.

Design/methodology/approach

This is an expert opinion piece that merges the practical anecdotal knowledge from a real estate expert and a professional negotiator. This opinion piece results from the identification of an underappreciated pattern that the two experts uncovered while discussing several real estate disposition cases, namely the importance of designing a negotiation process to maximize the positive impact of real estate disposition strategies.

Findings

Proactively crafting a negotiation process and matching the same to leverage the chosen real estate disposition strategy, instead of relying on a standard negotiation approach across the board, enhances the odds of negotiating superior outcomes.

Practical implications

In this practice briefing, real estate professionals and even negotiators of other assets can become more aware of the plurality of value drivers, consider the most attractive potential buyers, then use these two variables to craft the optimum disposition strategy for their asset, as well as match a negotiation process out of four main possibilities: 1-to-1, 1-to-few, closed-to-many and open-to-many.

Originality/value

The originality comes from demonstrating based on the authors' expert opinion how negotiation process is an important variable in real estate transactions, and how the parties can shape the negotiation process to their conditions, variables and preferences.

Details

Journal of Property Investment & Finance, vol. 41 no. 6
Type: Research Article
ISSN: 1463-578X

Keywords

Article
Publication date: 15 February 2024

Abbas Ramdani, Ridwan Raji and Mohd. Khairie Ahmad

The acceleration of globalized commerce and economic activities has meant that conventional and Shariah (Islamic law) compliant organizations transact and negotiate among…

Abstract

Purpose

The acceleration of globalized commerce and economic activities has meant that conventional and Shariah (Islamic law) compliant organizations transact and negotiate among themselves. Therefore, this study aims to explore the concept of corporate negotiation and the communicative principles that guide the negotiation process among Shariah-compliant organizations.

Design/methodology/approach

The study uses a qualitative method through an inductive interpretative approach by conducting 20 in-depth interviews among four groups of experts. These consist of three muftis, ten academicians in Islamic assets, finance and asset jurisprudence; three practitioners in charge of inter-organizational negotiation and decision-making; and four shariah board members of selected Islamic banks.

Findings

The findings reported that business negotiation is used by Islamic organizations for reconciliation, consultation, resolving disagreements and as a means of achieving spiritual satisfaction. Furthermore, the key communicative principles of the negotiation process consist of the credibility of informational exchange, flexible interactions and the openness and truthful disclosure of information.

Research limitations/implications

The empirical data discussed in this study supports the claim that macro-environmental factors and social and cultural values should be considered when examining business negotiating behaviors. However, this study focuses only on the banking/service organization negotiation. Therefore, future research should focus on the Islamic negotiation process in the context of diplomatic and international relations.

Practical implications

The findings reported in this study offer insight for negotiators operating among Islamic organizations to understand the principles and process of negotiation in the purview of Shariah standards and principles.

Originality/value

In terms of theoretical implications, this study reveals a clear conceptual difference between the conventional concept and the Islamic perspective of corporate negotiation. Also, this study highlights the impact of organizational culture, specifically Islamic management strategies, on the business negotiation process and business communication principles.

Details

Journal of Islamic Marketing, vol. 15 no. 4
Type: Research Article
ISSN: 1759-0833

Keywords

Article
Publication date: 16 October 2009

Sergio Koc‐Menard

The purpose of this paper is to explore how negotiation teams can rely on social networks to enhance their performance at the table.

3475

Abstract

Purpose

The purpose of this paper is to explore how negotiation teams can rely on social networks to enhance their performance at the table.

Design/methodology/approach

The paper examines the impact of social relations on team performance in the negotiation task. It conducts a selective review and integration of negotiation, small group and social network research.

Findings

The paper's main argument is that teams can rely on social relations to locate and get hold of resources that will augment their ability to manage the bargaining process. To tap into the value of social networks, teams need to look beyond their internal processes and develop strategies that actively manage their environment. The paper examines three such strategies: membership change, knowledge acquisition, and ambassadorial activity.

Originality/value

The paper outlines a relational approach to team negotiation. This approach has the potential to improve team negotiation practice by opening up a new way to design and manage negotiation teams.

Details

Team Performance Management: An International Journal, vol. 15 no. 7/8
Type: Research Article
ISSN: 1352-7592

Keywords

Article
Publication date: 1 October 2004

Stephen Ashcroft

This paper explores commercial negotiation skills in the context of the buying/selling dynamics using the writer's experience as a Lead Negotiator. Planning, conducting and…

13572

Abstract

This paper explores commercial negotiation skills in the context of the buying/selling dynamics using the writer's experience as a Lead Negotiator. Planning, conducting and analysing the outcomes of commercial negotiations are key elements of successful business. Developing the skills of commercial negotiation is a demanding, valuable and often personally challenging task. The outcomes of commercial negotiation are often difficult to assess; such as the impact on the short‐ and long‐term buyer/seller relationship and the negotiator's personal and organizational development, hence the need to identify, understand and develop commercial negotiation skills. Commercial negotiation is explored from three perspectives; process, the respective parties' objectives and bargaining. The need for planning, the foundation of any process, in a commercial negotiation is detailed. A typology of techniques of persuasion is introduced and briefly explained.

Details

Industrial and Commercial Training, vol. 36 no. 6
Type: Research Article
ISSN: 0019-7858

Keywords

Article
Publication date: 1 April 1993

José Garson and Jenny Quillien

Views Game Theory, as a long‐time companion model and guide for theexploration of negotiations, as having not only reached its limits but,perhaps, as having become…

Abstract

Views Game Theory, as a long‐time companion model and guide for the exploration of negotiations, as having not only reached its limits but, perhaps, as having become counter‐productive in the search for greater understanding and skill. Suggests that a more powerful heuristic model may be available by turning to the current work on learning organizations. Suggests that by borrowing some of the basic concepts developed by C. Argyris and D. Schön, and considering negotiations as learning organizations, we allow ourselves to move from the analytical mode of Game Theory to a more synthetic approach. The synthetic approach allows us to distinguish more carefully between simple and difficult negotiations and to rethink success and failure. It also allows us to account more adequately for such phenomena as the preliminary negotiations to negotiate, the role of form, and the significance of the links between negotiator and home base. The pressing reality of current events in both international politics and business certainly should incite us to give serious consideration to this more operational model.

Details

European Business Review, vol. 93 no. 4
Type: Research Article
ISSN: 0955-534X

Keywords

Article
Publication date: 1 January 1986

R.E. Fells

There is a growing literature on negotiation, much of which is directed towards negotiations which take place in the industrial relations context. However, negotiation is a…

4125

Abstract

There is a growing literature on negotiation, much of which is directed towards negotiations which take place in the industrial relations context. However, negotiation is a practical activity and there is a need to bridge the gap between the thoeretical framework of the negotiation process and the appropriate application of particular negotiating techniques. One approach is to present an explanatory framework in terms of the motivation of one's negotiating opponent, usually relying on Maslow's hierarchy of needs. These authors then present a series of semi‐anecdotal descriptions of tactics to employ. Such an approach does not fully present any underlying principles to be grasped by negotiators, nor does it form a basis for the training of negotiating techniques.

Details

Employee Relations, vol. 8 no. 1
Type: Research Article
ISSN: 0142-5455

Article
Publication date: 1 February 1986

Ray Fells

An earlier article in this journal outlined a model of the process of negotiation with particular reference to negotiation in the industrial relations context. The model suggests…

2209

Abstract

An earlier article in this journal outlined a model of the process of negotiation with particular reference to negotiation in the industrial relations context. The model suggests that negotiations go through five phases or patterns of negotiating activity as the negotiators move through to a settlement. On the basis of the model, it is possible to identify several implications for negotiators, and, in particular, to make the point that the two parties must jointly manage their progress through the negotiations. Within the negotiation process there are three potential deadlocks which could emerge to obstruct this progress if the negotiations were not properly and jointly managed. This article develops the concept of deadlocks in negotiation more fully, and attempts to identify the implications for negotiators by suggesting how deadlocks might be identified and overcome.

Details

Employee Relations, vol. 8 no. 2
Type: Research Article
ISSN: 0142-5455

Book part
Publication date: 24 July 2020

Jacqueline Y. Sánchez-García and Carlos López-Hernández

This chapter introduces the negotiagram as a tool that contributes to the study of the negotiation process. The negotiagram is a construct that facilitates an understanding of…

Abstract

This chapter introduces the negotiagram as a tool that contributes to the study of the negotiation process. The negotiagram is a construct that facilitates an understanding of interactions between negotiators and their temporal context. Given that the negotiation process can be seen as a system, system dynamics (SD) are used to explore the interactions and complexities in the proposed construct, especially when it comes to circumstances with a high degree of uncertainty, such as an economic crisis or disruptive innovation in the industry. The results suggest that the causal configurations that SD establish lead to non-linear relationships and feedback loops that direct behavior within negotiation, an understanding that further leads stakeholders to a holistic vision and the opportunity to change, manage, and control a negotiation as a system.

Details

Strategy, Power and CSR: Practices and Challenges in Organizational Management
Type: Book
ISBN: 978-1-83867-973-6

Keywords

Book part
Publication date: 14 December 2020

Uche Attoh and Ademola Ajeyomi

This chapter concentrates on sales negotiation and reveals that negotiating agreements on goods and services among the Igbo traders involves demystifying many complexities – such…

Abstract

This chapter concentrates on sales negotiation and reveals that negotiating agreements on goods and services among the Igbo traders involves demystifying many complexities – such as nature of persuasion, trust and communication patterns between traders, among other concerns. To aid our understanding, the authors surveyed three Igbo-dominated markets including Computer Village, Ikeja – dealing in the sales of phone accessories; Tejuosho Market – dealing in the sales of clothing materials; and Ojuelegba Market – dealing in the sales of vehicle spare parts. The authors concluded that the negotiation pattern and approach adopted by the Igbo trader often depends on several variables, including the product, the market, the buyer, the individual trader and other invisible circumstances surrounding the bargaining process. When negotiation breakdown arises, the Igbo traders have a well thought-out strategy that can be adopted to address the situation and persuade future bargains.

Details

Indigenous African Enterprise
Type: Book
ISBN: 978-1-83909-033-2

Keywords

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