In this paper we explore the relationship between routine, risk and uncertainty in repeated negotiations. We link our analysis to the analytical framework of Kesting and Smolinski (2007), based on which we identify and discuss three major points: the risk connected with the decision to develop...

The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations. To demonstrate the link between both concepts, we introduce an analytical framework, based on which we identify different negotiation situations in which routine can develop....

The goal of this conceptual paper is to apply the insights of recent routine research in the area of conflict and conflict management. As a result, the authors identify four different types of conflict sources that are rooted in routines and the specific difficulties connected with their change:...

This paper investigates the obstacles to organizational change from a routine-based perspective. It argues that and why it is not possible to adapt the established routines of a firm to major context changes making it necessary to break from these routines and establish new ones. Subsequently,...

There is a wide consensus that first offers have a significant impact on negotiation outcomes by causing an anchoring effect. Many aspects of first offers have been analyzed, including factors that lead to making the first offer and characteristics that strengthen the impact of first offers....

The goal of this paper is to apply the insights of contemporary research on routine to the area of conflict and conflict management. This is a conceptual paper. It does not provide any new data or evidence, but aims at drawing the ‘big picture’ of the phenomenon, therefore outlining the...

This paper presents the design and the findings of an experiment in which subjects were asked to conduct remote, computer mediated negotiations with perfect strangers. As a result, we found evidence that: the consecutive phases of the negotiations have been much more heterogeneous than commonly...