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A Network Perspective on Negotiation: What Is New and Why It Matters
Author(s) -
Mouzas Stefanos
Publication year - 2016
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/nejo.12144
Subject(s) - negotiation , perspective (graphical) , dyad , relevance (law) , outcome (game theory) , computer science , negotiation theory , philosophy of law , law and economics , affect (linguistics) , knowledge management , management science , political science , business , economics , sociology , law , microeconomics , psychology , social psychology , artificial intelligence , comparative law , communication
The resources that individual negotiators need to solve their problems are not available in a single, concentrated form, and they are certainly not available only within an isolated dyad itself. Instead, the necessary resources are widely dispersed among many actors within networks of business relationships. The best deal is unlikely to be fixed or predetermined, but is rather the outcome of long and time‐consuming negotiations that will then affect further negotiations. In this article, I describe a network perspective on negotiation that considers the relevance and impact of three phenomena that I call (1) vast connectivity, (2) multiple constitutions, and (3) ongoing consent. I further illustrate the applicability of these three factors using examples of real‐life negotiations.