Research - Current Projects

Negotiation

Stephen Kozicki and business professor Dr Siegfried Gudergan have joined teams to create a negotiation tool that will enhance performance in business partnerships.

The research project is being funded by Gordian Business and the University of Technology, Sydney.

Abstract

Negotiation styles matter in enhancing performance in business partnerships.

Over the past decades, the amount and intensity of collaboration between organisations has increased. However, despite the importance of business partnerships, many of them fail to accomplish their objectives. While negotiation styles matter in enhancing the performance of such business partnerships, there appear to be neither conceptual nor empirical studies that explain the choice of, and illustrate the impacts of, certain negotiation styles on antecedent factors of business partnership performance.

Gordian Business in collaboration with the School of Marketing at the University of Technology, Sydney, is undertaking a research project to address this gap with the aim to:

Advance and empirically validate a framework that explains how business relationship performance can be enhanced through the choice of certain negotiation styles.

Model the negotiation choice and performance dynamics in business partnerships.

Provide validated scoring instruments for businesses to help measure negotiation styles in business partnerships.

This project builds on Stephen Kozicki's experience in the area of business negotiations and Dr Siegfried Gudergan's conceptual work on negotiation choice and performance in business partnerships (related work will be presented at the 2002 Conference of the British Academy of Management in London).