INFORMATION MANAGEMENT IN NEGOTIATIONS - THE CONDITIONS UNDER WHICH IT COULD BE EXPECTED THAT THE NEGOTIATION PARTNERS SUBSTITUTE A COMPETITIVE DEFINITION OF THE SITUATION FOR A COOPERATIVE ONE

Authors
JOHANNESSEN JA OLAISEN J OLSEN B
Citation
Ja. Johannessen et al., INFORMATION MANAGEMENT IN NEGOTIATIONS - THE CONDITIONS UNDER WHICH IT COULD BE EXPECTED THAT THE NEGOTIATION PARTNERS SUBSTITUTE A COMPETITIVE DEFINITION OF THE SITUATION FOR A COOPERATIVE ONE, International journal of information management, 17(3), 1997, pp. 153-168
Citations number
73
Categorie Soggetti
Information Science & Library Science","Information Science & Library Science
Journal title
International journal of information management → ACNP
ISSN journal
02684012
Volume
17
Issue
3
Year of publication
1997
Pages
153 - 168
Database
ISI
SICI code
0268-4012(1997)17:3<153:IMIN-T>2.0.ZU;2-Z
Abstract
The purpose of the paper is to investigate under which conditions it c an be expected that the negotiation partners substitute a competitive definition of the situation for a cooperative one. A general model for information management in negotiation situations has been developed, Several research propositions focusing on the transformation from a wi n-lose context to a win-win context are presented. The conditions whic h the purpose of the paper focus on are summarized in a revised model for information management in negotiation situations. (C) 1997 Elsevie r Science Ltd.