29p. Competitive Paper submitted for the 19th IMP Conference, Lugano, CH
It has been the prevalent view of researchers that negotiation is a dyadic, interpersonal process of bargaining. Game theorists, economists, psychologists and management researchers have been preoccupied with the analysis of the process of conducting negotiations. With deep roots in game theory and decision analysis, research into negotiations has undergone significant developments over the past three decades. The search for optimal, rational and prescriptive solutions for deal making was broadened to encompass the effect of dynamic social and personal factors such as preconceptions, negotiation styles and appropriate behaviour. This paper moves beyond the tradition of examining dyadic processes to investigate negotiations in networks of organisations. Adopting this alternate perspective provides a new intellectual lens that allows us to unleash the power of options inherent in networks of organisations. The network view helps us understand negotiation while negotiation helps us understand networks. Instead of providing prescriptions for deal making, we draw from the research experience of the IMP group to develop a description that explores and explains some aspects of the practice of inter-organisational negotiations.
