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When Negotiations Become Routine: Not Reinventing the Wheel While Thinking Outside the Box
Author(s) -
Kesting Peter,
Smolinski Remigiusz
Publication year - 2007
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2007.00153.x
Subject(s) - negotiation , dimension (graph theory) , context (archaeology) , computer science , negotiation theory , process (computing) , knowledge management , management science , political science , mathematics , law , engineering , paleontology , pure mathematics , biology , operating system
In this article, we seek to apply the insights of recent research on routine to the context of repeated negotiations. To demonstrate the link between both concepts, we introduce an analytical framework in which we identify different negotiation situations in which routine can develop. We distinguish two dimensions of the negotiation process: a problem‐solving dimension and a communication dimension. Our framework for analyzing the role of routine in negotiation is built around these two dimensions. We define those skills that we argue in repeated negotiations can help negotiators manage particular kinds of negotiations depending on the level and type of routinization that type of negotiation involves. Moreover, we demonstrate that our framework is inherently dynamic, which we illustrate with simplified business examples.