Business Negotiations on Web: Experiences at IIMB

19 Pages Posted: 5 Nov 2012

See all articles by Thevarkalathil R. Madanmohan

Thevarkalathil R. Madanmohan

Indian Institute of Management (IIMB), Bangalore

Gregory Kersten

Carleton University

Sunil Noronha

IBM Corporation - Thomas J. Watson Research Center

Date Written: March 30, 1998

Abstract

Both policy makers and managers in developing countries are passing through new challenges in many a fields: labor management, international affairs, business relationships and environmental regulations. Government, Judiciary and public are learning new grounds in decisions related to environment, ecology and policy making (Zartman, 1994). Negotiation and bargaining are one of the most common forms of making decisions and resolving conflicts at every organizational level, between countries and small and large organizations and between individuals. It is well known to every culture but the negotiation processes significantly vary among cultures. The old colonialist tradition was that it was up to the nobles, and representatives of the rich and well educated to interact and negotiate (Mumford, 1996). This tradition was based on the naive and short sided assumption that blue blooded and nears were more competent to negotiate and furthermore, it wrongly assumed that the North (or West) knew more or was superior in specific areas. The results of this tradition were also visible in negotiation, or rather, the assumptions that there is no need for any negotiations because one side knew what is good for the other. Second half of the 20th' century clearly showed how naive this approach was and how wrong were its underlying assumptions. It also showed that the past divisions are inadequate and the business, educational, and other links are now going across all directions and not from West to South and back.

Suggested Citation

Madanmohan, Thevarkalathil R. and Kersten, Gregory and Noronha, Sunil, Business Negotiations on Web: Experiences at IIMB (March 30, 1998). IIM Bangalore Research Paper No. 112, Available at SSRN: https://ssrn.com/abstract=2168134 or http://dx.doi.org/10.2139/ssrn.2168134

Thevarkalathil R. Madanmohan (Contact Author)

Indian Institute of Management (IIMB), Bangalore ( email )

Bannerghatta Road
Bangalore, Karnataka 560076
India

Gregory Kersten

Carleton University ( email )

1125 colonel By Drive
Ottawa, Ontario K1S 5B6
Canada

Sunil Noronha

IBM Corporation - Thomas J. Watson Research Center ( email )

1 New Orchard Road
Armonk, 10504-1722
United States

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