Inter and intra organizational negotiation during economic recession: An essay on the promotion of cooperation

• Main Authors: Cherine Soliman, Nicolas Antheaume
• Format: Article
• Language: English
• Published: SpringerOpen 2017-06-01
• Series: Future Business Journal
• Subjects: Cooperation; Organizational performance; Negotiation; Social dilemma; Negotiator׳s dilemma
• Online Access: http://www.sciencedirect.com/science/article/pii/S2314721017300026

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.