Multiparty negotiation: conceptual approach of method selection

Abstract

Globalization, technological progress and transformation processes ranging from information to knowledge society affect not only organizations’ structural management changes and behavioural patterns but also play an important part of business areas such as multiparty negotiations. Scientists and business practitioners underline that multiparty negotiation is one of the most dynamic and critical elements in a business exchange which leads to business leadership and is a research area that has need of further conceptual and empirical development. This study aims to develop an original conceptual framework of selecting methods for solving the crucial research problem of multiparty negotiations in order to facilitate the negotiation process and succeed. To reach the aim of the study a scientific literature review and G. Nadler’s ideal system concept were applied as a basis for developing a multiparty negotiation conceptual framework of method selection.