University of Twente Student Theses
Most dominant patterns in the use of distributive and integrative strategic adaptations that contribute to a win-win negotiation outcome for the dyad
Rikmanspoel, Guus (2025) Most dominant patterns in the use of distributive and integrative strategic adaptations that contribute to a win-win negotiation outcome for the dyad.
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| Abstract: | Strategic adaptability skills, essential for successful negotiations, involves adapting from cooperative, integrative strategies to competitive, distributive approaches (or vice versa) when needed. Despite its importance, research on strategic adaptability remains scarce, particularly regarding how multiple influencing factors combine to achieve win-win outcomes. Addressing this gap, this study analysed transcripts from three datasets of dyadic negotiations across diverse contexts, coding instances where negotiators switched strategies and identifying patterns in the strategic adaptations. Findings highlight four key contributions: (1) consistent use of integrative strategies is strongly linked to win-win outcomes, (2) minimizing the number of adaptations—especially in the last negotiation phase—increases change of win-win outcomes, and (3) adaptations often occur reciprocally or due to prioritization of specific issues. However, limitations include reliance on datasets with varying contexts and scoring systems, reducing generalizability. Differences in coding methodologies and low r-squared values also limit the study's comparability and predictive power. Additionally, the small sample size for some adaptation types constrained further analysis. Despite these limitations, this study advances understanding of strategic adaptability, offering actionable insights for negotiators aiming to achieve mutually beneficial outcomes. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/104924 |
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