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The problem-solving approach to negotiations in industrial marketing
- John L. Graham
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Research Papers in Economics
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Testing a negotiation model on Canadian Anglophone and Mexican exporters
- Published: June 2004
- Volume 32 , pages 345–356, ( 2004 )
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- Alma Mintu-Wimsatt 1 &
- John L. Graham 2
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In this study, the authors test a previously developed model of negotiations. The structural equations model focuses on the antecedents of problem-solving behaviors and negotiators’ satisfaction. The replication uses two new groups of businesspeople—Canadian Anglophone and Mexican industrial exporters. Similarities and differences in model fit were discovered across the two groups of exporters. Results validated the importance of reciprocity as a social construct in cross-cultural negotiations. The problemsolving behaviors of Canadian and Mexicans were found to be a function of their perceptions of the counterparts’ strategy. Mexicans’ problem-solving behaviors subsequently influenced their expressed satisfaction with outcomes. The impact of bargainer and organizational characteristics varied across the two groups.
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Alma Mintu-Wimsatt ([email protected]), Ph.D., is a professor of marketing in the College of Business and Technology at Texas A&M University-Commerce. Her research focuses on international negotiations, cross-cultural buyer-seller relationships, and technology-mediated learning. She has published in Management Science , the European Journal of Marketing , the Journal of Personal Selling and Sales Management , and Thunderbird International Business Review . She received her degree from the University of Kentucky.
John L. Graham ([email protected]), Ph.D., is a professor of marketing and international business in the Graduate School of Management at the University of California, Irvine. His primary area of research has been on international negotiations. He has published extensively in both academic and management journals including the Harvard Business Review , the Columbia Journal of World Business , the Journal of Marketing, Marketing Science , the Journal of Consumer Research , the Journal of International Business Studies , and the Journal of Higher Education . His research has also been the subject of articles published in The Smithsonian, Chronicle of Higher Education , and the Los Angeles Times . He received his degree from the University of California, Berkeley.
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Mintu-Wimsatt, A., Graham, J.L. Testing a negotiation model on Canadian Anglophone and Mexican exporters. JAMS 32 , 345–356 (2004). https://doi.org/10.1177/0092070304266123
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Discussion A problem-solving approach to industrial marketing negotiations has been shown to yield dual benefits for bargainers: higher profits and higher client satisfaction. The test is a complete one in which all related factors are allowed to vary simultaneously. ... Negotiations in Industrial Marketing J BUSN RES 561 1986:14:549-566 ...
Abstract. Problem-solving-oriented bargaining strategies are shown to positively influence sources' profits and targets' satisfaction in a negotiation experiment involving 98 businesspeople. A causal modeling approach is used to analyze the results of the experiment.
Propositions are developed concerning (1) the communication strategies that can be used most effectively in implementing the influence processes, and (2) how the relative importance of the decision on a channel program should be related to the nature of the approach taken to implement each influence process.
quences of the industrial marketing negotiation pro-cess behaviors than has been provided to date. Theoretical Foundation Overview The basic theoretical perspective underlying a majority of research on industrial marketing nego-tiation is drawn from social exchange theory (cf. Thibaut and Kelly 1959) and exchange theory (Bagozzi 1978A; Homans ...
The negotiating stance adopted by industrial buyers is characterized by their reliance on three basic negotiation strategies: problem solving, manipulating perceptions about competition, and tough tactics. ... Kutschker Michael (1985), "The Multi-Organizational Interaction Approach to Industrial Marketing," Journal of Business Research, 13 ...
The problem-solving approach to negotiations in industrial marketing ... Suggested Citation. Graham, John L., 1986. "The problem-solving approach to negotiations in industrial marketing," Journal of ... Sohi, 2016. "Understanding and resolving major contractual breaches in buyer-seller relationships: a grounded theory approach," Journal of ...
In an excellent review of the extant marketing [negotiation] literature, Eliashberg, Lilien and Kim (1995) concluded that the most generalizable concept in business negotiations is perhaps the problem solving approach. This is primarily because the problem solving approach fosters cooperation and the establishment of long-term relationships. More
The problem-solving approach to negotiations in industrial marketing. John L. Graham. Journal of Business Research, 1986, vol. 14, issue 6, 549-566 Date: 1986 References: Add references at CitEc Citations: View citations in EconPapers (7) Track citations by RSS feed. Downloads: (external link)
The problem-solving approach to negotiations in industrial marketing. Authors. John L. Graham; Publication date. Publisher. Abstract Abstract is not available. article; Similar works. Full text. Research Papers in Economics. Go to the repository landing page. Download from data provider.
The development of negotiation theory over recent decades has been organized around two major paradigms: bargaining and problem solving. For the bargaining paradigm, indicators of flexibility include concession rates, initiation of new proposals, and other soft behaviors. For the problem-solving perspective, flexibility is usually indicated by ...
This paper introduces such an approach, which we term Negotiation Engineering. This practice-oriented approach enables to harness the benefits of quantitative methods to find a solution for real-world negotiation problems. We start by providing an overview of the existing literature and general mod-eling remarks.
Problem-solving approach. The problem-solving ap-proach (hereafter PSA) to marketing negotiations in-volves first an emphasis on questions and getting information from clients about their needs and preferences. Second, once the buyer's requirements and circumstances are fully understood, the seller ac-
The problem-solving approach to negotiation includes three tenets to help parties build relationships and negotiate constructively. The problem-solving approach to negotiation is an approach first articulated in the book Getting to YES, written by Roger Fisher and William Ury. The problem-solving approach argues that (1) negotiators should work ...
Alexander et al. (1994) describe the coordinative negotiating strategy as "reliance on a problem-solving orientation, wherein the party is seeking to engender trust and mutual support. The focus ...
This study investigates three antecedents to the problem solving strategy in negotiations - risk, trust and perceptions of counterpart's strategy. Using two culturally diverse sample groups - Americans and Filipino industrial exporters - we found that these groups only had one variable common.
Although they are often complex, negotiations are practical problems that can be solved with the aid of specialized, ad hoc methods. We introduce a problem-solving approach to difficult negotiations inspired by the established solution-oriented discipline of engineering, which we term "Negotiation Engineering". It is based on the reduction of problems to their most formal structures and ...
Our purpose is to study the antecedents and outcome of the problem-solving approach (or PSA) in export negotiations. Particular attention is paid to the national cultural (inter-cultural vs. intra-cultural) context as an important factor. ... The problem-solving approach to negotiations in industrial marketing. J.L. Graham. Journal of Business ...
Graham, J. L. (1986) 'The Problem-solving Approach to Negotiations in Industrial Marketing', Journal of Business Research, 14(6), pp. 549-66. Article Google Scholar Håkansson, H. (ed.) (1982) International Marketing and Purchasing of Industrial Goods: An Interaction Approach (Chichester, John Wiley).
This study applies equity sensitivity theory to investigate how the sensitivity of negotiators to perceived equity or inequity varies with their perception of the adoption of problem-solving approaches (PSAs) in negotiation in the construction industry. ...
Our purpose is to study the antecedents and outcome of the problem-solving approach (or PSA) in export negotiations. Particular attention is paid to the national cultural (inter-cultural vs. intra-cultural) context as an important factor. One hundred and forty industrial exporters from the Philippines responded to a survey inquiring about a ...
erative problem-solving rather than the competitive approach as the focal point of our investigation for four primary reasons. First, since the interest in marketing lies in resolving rela tional conflicts and solidifying the value of relationships (cf. Calantone et al. 1998), adopting the problem-solving approach seems logical and imperative.
In this study, the authors test a previously developed model of negotiations. The structural equations model focuses on the antecedents of problem-solving behaviors and negotiators' satisfaction. The replication uses two new groups of businesspeople—Canadian Anglophone and Mexican industrial exporters. Similarities and differences in model fit were discovered across the two groups of ...