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

Nicolas Antheaume (1) , Cherine Soliman (1)

1 LEMNA - Laboratoire d'économie et de management de Nantes Atlantique

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.

Mots clés: Cooperation Organizational performance Negotiation Social dilemma Negotiator׳s dilemma; Organizational performance; Negotiation; Social dilemma; Negotiator׳s dilemma

Domaines: Economies et finances; Gestion et management

Nicolas Antheaume, Cherine Soliman. Inter and intra organizational negotiation during economic recession: An essay on the promotion of cooperation. Future Business Journal, 2017, 3 (1), pp.23-32. ⟨10.1016/j.fbj.2017.01.001⟩. ⟨hal-03701625⟩