Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/187951
Authors: 
Soliman, Cherine
Antheaume, Nicolas
Year of Publication: 
2017
Citation: 
[Journal:] Future Business Journal [ISSN:] 2314-7210 [Volume:] 3 [Year:] 2017 [Issue:] 1 [Pages:] 23-32
Abstract: 
The difficult economic environment in which we live has created a reality rich in conflict within and between organizations. The economic tension and the highly conflictual environment combination have resulted in an increase of competitive strategies in negotiation. This approach has increased the level of business environment complexity. This article defends the opinion that in such a context cooperative negotiation strategies might present a solution to ease the tension and create a powerful sustainable competitive advantage. In this article we try to explain why it is natural for competitive strategies to dominate in organizations today. We also try to explain why cooperation is shying away. Yet the focus of our work is to highlight the possible ways to promote cooperation in this same context.
Subjects: 
Cooperation
Negotiation
Negotiator's dilemma
Organizational performance
Social dilemma
Persistent Identifier of the first edition: 
Creative Commons License: 
https://creativecommons.org/licenses/by-nc-nd/4.0/
Document Type: 
Article
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