Brexit negotiations: From negotiation space to agreement zones

Ursula F. Ott, Pervez N Ghauri

    Research output: Contribution to journalArticlepeer-review

    6 Citations (Scopus)
    143 Downloads (Pure)

    Abstract

    Brexit is decidedly a “big question”. We agree with International Business scholars who say that such questions need to be addressed using an inter-disciplinary approach. We use bargaining theory models of rational behavior and the negotiation literature to explain various Brexit options and predict their consequences. Considering the lack of relevant experiential knowledge, and the multidimensional high-stakes negotiations underway, it is little wonder that anxiety is growing across all 28 European Union member states. Our analysis supports a coherent approach from rational bargaining model to real-life international negotiation. We position outcome scenarios in different agreement zones and explore their ramifications.
    Original languageEnglish
    Pages (from-to)1-13
    JournalJournal of International Business Studies
    Early online date2 Nov 2018
    DOIs
    Publication statusE-pub ahead of print - 2 Nov 2018

    Keywords

    • bargaining theory
    • negotiation analysis
    • agreement zone
    • Brexit negotiations
    • outcome scenarios

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