When Negotiations Become Routine

34 Pages Posted: 6 Feb 2006

See all articles by Remigiusz Smolinski

Remigiusz Smolinski

Aarhus University - Department of Organization and Management; Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management

Peter Kesting

Aarhus University - Department of Organization and Management

Date Written: January 25, 2006

Abstract

The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations. To demonstrate the link between both concepts, we introduce an analytical framework, based on which we identify different negotiation situations in which routine can develop. Following various definitions, we distinguish two dimensions of the negotiation process: a problem solving dimension and a communication dimension which imply and determine the dimensions of our framework, namely: the degree of substance standardization in negotiated deals and variability of negotiation partners respectively. We introduce the concept of a critical skill set and argue that in repeated negotiations, it can be reduced to the part which is relevant for coping with the dimension that remains unstable or non-standard throughout repetitions. Moreover, we demonstrate that our framework is inherently dynamic and we illustrate this with simplified business examples.

Keywords: negotiation, routine, knowledge, skills, context changes

JEL Classification: D79

Suggested Citation

Smolinski, Remigiusz and Kesting, Peter, When Negotiations Become Routine (January 25, 2006). Available at SSRN: https://ssrn.com/abstract=880424 or http://dx.doi.org/10.2139/ssrn.880424

Remigiusz Smolinski (Contact Author)

Aarhus University - Department of Organization and Management ( email )

Fuglesangs Alle 4
Aarhus V., DK-8210
Denmark

Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management ( email )

Leipzig Graduate School of Management
Jahnallee 59
04015 Leipzig
Germany

Peter Kesting

Aarhus University - Department of Organization and Management ( email )

Bartholins Allé 4
Aarhus, 8210
Denmark

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