Data-based negotiator allocation management

Negotiation abilities are difficult to assess, and negotiation outcomes are difficult to predict. This leads to possible deficiencies in resource allocation for negotiation tasks. In this article, we discuss the merits of a data-based approach for the allocation of negotiators to negotiation tasks....

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Bibliographic Details
Published in:Business horizons 2021-07, Vol.64 (4), p.537-552
Main Authors: Beuk, Frederik, Rubin, Eran
Format: Article
Language:English
Subjects:
Elo rating
Negotiation management
Negotiation performance prediction
Negotiator strength
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Summary:Negotiation abilities are difficult to assess, and negotiation outcomes are difficult to predict. This leads to possible deficiencies in resource allocation for negotiation tasks. In this article, we discuss the merits of a data-based approach for the allocation of negotiators to negotiation tasks. We provide a framework for negotiation allocation management that includes a method for assessing negotiator strength. The negotiator strength measure compares observable negotiation outcomes relative to similar outcomes in similar situations. We provide examples for using our framework and show evidence for its appeal when using industry data. We discuss implications for managers and provide key takeaways.
ISSN:0007-6813
1873-6068
DOI:10.1016/j.bushor.2021.02.017