Win-Win Negotiation in a Global Economy

Leigh Thompson*

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Scopus citations


Negotiation is an essential skill for business leaders. However, the global, networked economy presents vexing challenges for negotiators who want to reach win-win outcomes. Negotiation involves a delicate balance of two motivations-cooperation that paves the way toward information sharing necessary to increase mutual gain, but also competition in that parties do not share similar incentive structures. We explore obstacles as well as solutions to negotiation on a global stage. Specifically, we examine how 6 factors, including: cultural differences, ethical concerns, political events, information technology, “big data, " and networks affect the process and outcome of effective negotiation.

Original languageEnglish (US)
Title of host publicationNew Leadership in Strategy and Communication
Subtitle of host publicationShifting Perspective on Innovation, Leadership, and System Design
PublisherSpringer International Publishing
Number of pages9
ISBN (Electronic)9783030196813
ISBN (Print)9783030196806
StatePublished - Jan 1 2019

ASJC Scopus subject areas

  • General Engineering
  • Economics, Econometrics and Finance(all)
  • General Business, Management and Accounting


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