Brexit negotiations: From negotiation space to agreement zones

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Brexit negotiations: From negotiation space to agreement zones. / Ott, Ursula F.; Ghauri, Pervez N.

In: Journal of International Business Studies, 02.11.2018, p. 1-13.

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@article{0fd70f909c524736aa2ebe4d91daf63c,
title = "Brexit negotiations:: From negotiation space to agreement zones",
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.",
keywords = "bargaining theory, negotiation analysis, agreement zone, Brexit negotiations, outcome scenarios",
author = "Ott, {Ursula F.} and Ghauri, {Pervez N}",
year = "2018",
month = nov,
day = "2",
doi = "10.1057/s41267-018-0189-x",
language = "English",
pages = "1--13",
journal = "Journal of International Business Studies",
issn = "0047-2506",
publisher = "Springer Vieweg",

}

RIS

TY - JOUR

T1 - Brexit negotiations:

T2 - From negotiation space to agreement zones

AU - Ott, Ursula F.

AU - Ghauri, Pervez N

PY - 2018/11/2

Y1 - 2018/11/2

N2 - 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.

AB - 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.

KW - bargaining theory

KW - negotiation analysis

KW - agreement zone

KW - Brexit negotiations

KW - outcome scenarios

U2 - 10.1057/s41267-018-0189-x

DO - 10.1057/s41267-018-0189-x

M3 - Article

SP - 1

EP - 13

JO - Journal of International Business Studies

JF - Journal of International Business Studies

SN - 0047-2506

ER -