Negotiation is not simply an individual skill. The behavior of negotiators (the actions they can imagine taking or are willing, or able, to take), is significantly shaped and constrained by their organizational context (as is any and all other individual behavior in organizations). Nonetheless, negotiation is not simply an individual skill. The behavior of negotiators (the actions they can imagine taking or are willing, or able, to take), is significantly shaped and constrained by their organizational context (as is any and all other individual behavior in organizations). Factors such as formal and informal incentives, the availability or lack of tools, role definitions, organizational policies, and the like, all impact, for better or worse, the effectiveness of a company’s negotiators, and hence the value an enterprise creates and captures through its negotiations and external relationships.

Contributors: Vantage Partners
Categories: SIG U Resource, Whitepaper
SRC Type: Contract Development, General Outsourcing, Outsourcing, Sourcing