The Construction of Reputation in a Negotiation

21 Pages Posted: 5 Jun 2005

See all articles by Carl-Erik Torgersen

Carl-Erik Torgersen

University of Innsbruck - Faculty of Social and Economic Sciences

Cheryl Rivers

Queensland University of Technology - School of International Business

Date Written: June 1, 2005

Abstract

Although reputation is claimed to be a potential source of power in a negotiation, it is one of the most under researched aspects of the bargaining process. This paper extends current understanding of reputation in negotiation by presenting a model that explains the construction process of reputation in the negotiation context. We review extant research before presenting our model of reputation. The model shows the influence of both the actions of the negotiator before and during the negotiation to create a reputation that is formed by the perceptions of the other party and potentially transmitted to a network. A discussion of future research is presented.

Keywords: Construction of reputation, negotiation, identity management

Suggested Citation

Torgersen, Carl-Erik and Rivers, Cheryl, The Construction of Reputation in a Negotiation (June 1, 2005). IACM 18th Annual Conference, Available at SSRN: https://ssrn.com/abstract=736265 or http://dx.doi.org/10.2139/ssrn.736265

Carl-Erik Torgersen (Contact Author)

University of Innsbruck - Faculty of Social and Economic Sciences ( email )

Innsbruck, A-6020
Austria

Cheryl Rivers

Queensland University of Technology - School of International Business ( email )

Brisbane, Queensland 4001
Australia

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