Concepedia

Interorganizational Negotiation

Interorganizational Negotiation is a form of strategic decision-making process in which representatives of distinct organizations engage to reach mutually acceptable agreements on the terms of coordination, resource exchange, or collaboration, distinguishing it from intraorganizational or individual-level negotiations by its cross-organizational scope and institutional complexity.

35

Publications

1.3K

Citations

64

Authors

50

Institutions

Publications per year

2017–2026

4

Parents

Publications

35

Interorganizational Negotiation and Intraorganizational Power in Shared Decision Making

Henry Farrell, Adrienne Héritier · Comparative Political Studies · 2004 · 214 citations

, , +16

Analysis of Complex Negotiations in International Business: The RBC Perspective

Stephen E. Weiss · Organization Science · 1993 · 116 citations

, , +15

The Use of Negotiated Order Theory as a Tool for the Analysis and Development of an Interorganizational Field

Maria L. Nathan, Ian I. Mitroff · The Journal of Applied Behavioral Science · 1991 · 101 citations

, , +17

Trust‐building strategies in inter‐organizational negotiations

Sabine T. Koeszegi · Journal of Managerial Psychology · 2004 · 75 citations

, , +17

Fairness in interorganizational project relations: norms and strategies

Anna Kadefors · Construction Management and Economics · 2005 · 65 citations

, , +17

1–5 of 35

Authors

64

  1. AC
    Adina Cretan

    University of Bucharest, Romania

    3 publications · 57 citations

    3

    h-index

  2. RJ
    Ricardo Jardim‐Gonçalves

    Universidade Nova de Lisboa, Portugal

    3 publications · 57 citations

    3

    h-index

  3. BB
    Ben Bratu

    University of Bucharest, Romania

    2 publications · 46 citations

    2

    h-index

  4. CC
    Carlos Coutinho

    Universidade Nova de Lisboa, Portugal

    2 publications · 46 citations

    2

    h-index

  5. ML
    Maria L. Nathan

    University of Lynchburg, United States

    1 publications · 101 citations

    1

    h-index

1–5 of 64

Institutions

50

  1. Universidade Nova de Lisboa

    Lisbon, Portugal

    4 h-index

    6 publications

    124 citations

  2. Universitatea Nicolae Titulescu din București

    Bucharest, Romania

    3 h-index

    3 publications

    57 citations

  3. University of Bucharest

    Bucharest, Romania

    3 h-index

    3 publications

    57 citations

  4. University of Southern California

    Los Angeles, United States

    2 h-index

    2 publications

    139 citations

  5. Lund University

    Lund, Sweden

    1 h-index

    1 publications

    48 citations

  6. University of Vienna

    Vienna, Austria

    1 h-index

    1 publications

    75 citations

  7. University of Massachusetts Dartmouth

    North Dartmouth, United States

    1 h-index

    1 publications

    23 citations

  8. York University

    Toronto, Canada

    1 h-index

    1 publications

    116 citations

1–8 of 50

Venues

  1. The Information Society

    1 publications · 45 citations

    1

    h-index

  2. JCMS Journal of Common Market Studies

    1 publications · 24 citations

    1

    h-index

  3. Environment and Planning A Economy and Space

    1 publications · 14 citations

    1

    h-index

  4. Journal of Customer Behaviour

    1 publications · 17 citations

    1

    h-index

  5. American Political Science Review

    1 publications · 25 citations

    1

    h-index

1–5