Brexit negotiations: From negotiation space to agreement zones

• 成果类型: Article
• 署名作者: Ott, Ursula F.; Ghauri, Pervez N.
• 署名单位: Nottingham Trent University; University of Nottingham; University of Birmingham
• 刊物名称: JOURNAL OF INTERNATIONAL BUSINESS STUDIES
• ISSN/ISSBN: 0047-2506
• DOI: 10.1057/s41267-018-0189-x
• 发表日期: 2019
• 页码: 137-149
• 关键词: Bargaining theory; negotiation analysis; agreement zone; Brexit negotiations; outcome scenarios

摘要

Brexit is decidedly a big question. We agree with International Business scholars who say that such questions need to be addressed using an interdisciplinary approach. We use bargaining theory models of rational behavior and the negotiation literature to explain various Brexit options and predict their consequences. Considering the lack of relevant experiential knowledge, and the multidimensional high-stakes negotiations underway, it is little wonder that anxiety is growing across all 28 European Union member states. Our analysis supports a coherent approach from rational bargaining model to real-life international negotiation. We position outcome scenarios in different agreement zones and explore their ramifications.