TY  - JOUR
A1  - Haggenmüller, Sandra
A1  - Oehlschläger, Patricia
A1  - Herbst, Uta
A1  - Voeth, Markus
T1  - Time for change?
BT  - scenario analysis on buyer–seller negotiations
JF  - The journal of business & industrial marketing
N2  - Purpose: 
This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of emphasis on external changes. Consequently, current challenges and trends are scarcely integrated, making it difficult to support negotiation practice perspectively.

Design/methodology/approach:
This paper applies the structured, multi-method approach of scenario analysis. To examine the future space of negotiations, this combines qualitative and quantitative measures to base our analysis on negotiation experts’ assessments, estimations and visions of the negotiation future.

Findings:
The results comprise an overview of five negotiation scenarios in the year 2030 and of their individual drivers. The five revealed scenarios are: digital intelligence, business as usual, powerful network – the route to collaboration, powerful network – the route to predominance and system crash.

Originality/value:
The scenario analysis is a suitable approach that enables to relate various factors of the negotiation environment to negotiations themselves and allows an examination of future changes in buyer–seller negotiations and the creation of possible future scenarios. The identified scenarios provide an orientation for business decisions in the field of negotiation.
KW  - Negotiating
KW  - Scenario analysis
KW  - COVID-19
KW  - Business negotiation
KW  - Buyer–seller negotiations
KW  - Future scenarios
Y1  - 2022
U6  - https://doi.org/10.1108/JBIM-11-2021-0511
SN  - 0885-8624
SN  - 2052-1189
VL  - 38
IS  - 5
SP  - 1215
EP  - 1242
PB  - Emerald Publishing Limited
CY  - Bingley
ER  - 
TY  - JOUR
A1  - Oehlschläger, Patricia
A1  - Haggenmüller, Sandra
A1  - Herbst, Uta
A1  - Voeth, Markus
T1  - The future of business negotiations
BT  - how megatrends influence negotiation behavior
JF  - Negotiation and Conflict Management Research
N2  - Megatrends, affecting multiple aspects of future society, economy, and technology, drive today's business world. They are expected to impact all areas in companies and will, therefore, most likely occur in business negotiations. Although several studies address future developments of different business divisions, the megatrends' impact on negotiations has, thus far, not been analyzed. We designed a model including the three megatrends, i.e., globalization and economic shift, digitalization and new technologies, and demographic and social change, which have main effects on specific negotiation aspects. Our study combined an online survey and expert interviews with negotiation practitioners to provide a first broad view of how megatrends affect future business negotiations. The results confirm our model and reveal a close connection of megatrends and single negotiation aspects. Among others, we examine an orientation toward global partners, an increased interconnection through various electronic systems, as well as two opposite relationship directions - long-term and integrative through strategic cooperation vs. short-term and distributive through competition and new technologies.
KW  - business negotiation
KW  - negotiation trends
KW  - digitalization in negotiations
KW  - survey
Y1  - 2023
U6  - https://doi.org/10.34891/2022.0496
SN  - 1750-4708
SN  - 1750-4716
VL  - 16
IS  - 1
SP  - 23
EP  - 47
PB  - Carnegie Mellon University Library
CY  - [Pittsburgh, Pennsylvania]
ER  -