The antecedents of renegotiations in practice - an exploratory analysis

Publikations-Art

Zeitschriftenbeitrag (peer-reviewed)

Autoren

Schoop, M./Köhne, F./Staskiewicz, D./Voeth, M./Herbst, U.

Erscheinungsjahr

2008

Veröffentlicht in

Journal of Group Decision and Negotiation

Verlag

Springer Netherlands

Band/Volume

17/2

Seite (von - bis)

127-139

In order to support business negotiations with electronic tools effectively, a deep understanding of real-life business negotiations is required. Comparing the settings usually applied in negotiation experiments with the every-day experiences of business negotiators, it can be stated that the work of business negotiators is much more iterative and embedded. Renegotiations appear on a regular basis. This observation stresses the importance of flawless communication in business negotiations and raises questions regarding the reasons for renegotiations and the role of information technology in this context. This paper investigates data gathered in a 2005 survey study in order to identify the context factors that drive B2B renegotiations using a preliminary regression model. The rules of interaction, task complexity, and business relationship are found to be significant predictors of the renegotiation likelihood while media richness does not impact the likelihood of renegotiations in practice.