Article

Negotiation Success—An Application of the Halpert et al. Path Model

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Abstract

Negotiations by two mining companies to conclude a Deed of Cooperation are examined using Halpert et al.'s (2010) Path Model of Negotiation Success. The goal–cooperation path identified in the model is found to be a key dynamic in the case study. However, other factors, such as a strategic leadership role and the task of document drafting, also had an impact on the process. The parties' measure of success related more to the substantive than to the relational aspects of the outcome. The article shows how experimental and case study research can complement each other to enrich researchers' understanding of the negotiation process.

Keywords: experimental research, case studies, negotiation

How to Cite:

Fells, R., (2013) “Negotiation Success—An Application of the Halpert et al. Path Model”, Negotiation and Conflict Management Research 6(2), 133-150. doi: https://doi.org/10.34891/a0eh-5y15