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107171

Negotiation: always there and never called by its name Results from the literature and from empirical experiments

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Last updated: 03 Jan 2025

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Abstract

As reflected by a growing body of literature, conflict and negotiation have always been at the heart of our environment. One should then assume that negotiation skills have become a fundamental life knowhow. Beyond the international crisis intensification, creating complexity in conflict situations, the literature also brings evidence that conflict is an embedded dimension of every individual life. Does that mean that citizens of the world today are all equipped with the right “ready-to-use" negotiation skills? In order to investigate this question, we developed an empirical study focused on a sample of Egyptian highly educated professionals working in multinationals. We worked with 180 professionals attending an MBA program, collected data over three years, using questionnaires and word analysis. Results revealed a severe lack in negotiation education, yet also gave evidence for a strong authentic need/demand. Recommendations resulting from this paper highlight the importance of including education to negotiation in the curriculum at the school and university levels. Indeed, the literature shows that good negotiation skills in highly conflictual environments will lead to business success and happy citizenship.

DOI

10.21608/aja.2022.107171

Keywords

Negotiation, Conflict Management, Negotiation Education

Authors

First Name

Cherine

Last Name

Soliman

MiddleName

-

Affiliation

Vice Dean, Assistant professor of Management, Arab Academy - Graduate School of Business, Cairo, Egypt, Affiliate researcher LEMNA research lab, Nantes University, France

Email

soliman.cherine@gmail.com

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Orcid

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Volume

42

Article Issue

2

Related Issue

31797

Issue Date

2022-06-01

Receive Date

2020-07-01

Publish Date

2022-06-01

Page Start

385

Page End

398

Print ISSN

1110-5453

Online ISSN

2663-4473

Link

https://aja.journals.ekb.eg/article_107171.html

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https://aja.journals.ekb.eg/service?article_code=107171

Order

21

Type

بحوث باللغة الإنجلیزیة

Type Code

707

Publication Type

Journal

Publication Title

المجلة العربية للإدارة

Publication Link

https://aja.journals.ekb.eg/

MainTitle

Negotiation: always there and never called by its name Results from the literature and from empirical experiments

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Article

Created At

22 Jan 2023