What is it about?
Existing models of negotiation as a process are incomplete and do not show an overall, end to end process. The phases of existing models have not been clearly defined by identifying their boundaries. After reviewing contributions of existing models, the paper identifies phases, clarifies their boundaries, and proposes a bird’s eye level model supported by examples in academic literature and public sources. Although an ideal model, it is a guideline and not a strict prescription for success. The proposed model contributes to theory around negotiation by providing a clarifying look at the overall sequence of macro phases in negotiation. With the model, academics and practitioners have a unified starting point for monitoring, communicating, and further developing negotiation models.
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This page is a summary of: A Lifecycle Macro Phase Model for Negotiation, January 2017, Springer Science + Business Media,
DOI: 10.1007/978-3-319-63546-0_8.
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