Time for change?
- 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 approachPurpose:
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.…
| Author details: | Sandra Haggenmüller, Patricia OehlschlägerORCiDGND, Uta HerbstORCiDGND, Markus VoethGND |
|---|---|
| DOI: | https://doi.org/10.1108/JBIM-11-2021-0511 |
| ISSN: | 0885-8624 |
| ISSN: | 2052-1189 |
| Title of parent work (English): | The journal of business & industrial marketing |
| Subtitle (English): | scenario analysis on buyer–seller negotiations |
| Publisher: | Emerald Publishing Limited |
| Place of publishing: | Bingley |
| Publication type: | Article |
| Language: | English |
| Date of first publication: | 2022/08/10 |
| Publication year: | 2022 |
| Release date: | 2023/09/06 |
| Tag: | Business negotiation; Buyer–seller negotiations; COVID-19; Future scenarios; Negotiating; Scenario analysis |
| Volume: | 38 |
| Issue: | 5 |
| Number of pages: | 28 |
| First page: | 1215 |
| Last Page: | 1242 |
| Organizational units: | Wirtschafts- und Sozialwissenschaftliche Fakultät / Wirtschaftswissenschaften |
| DDC classification: | 3 Sozialwissenschaften / 33 Wirtschaft / 330 Wirtschaft |
| Peer review: | Referiert |
