IESE Research Papers
No D/534:
Role of justice theory in explaining alliance negotiations, The
Africa Ariņo ()
and Peter S. Ring
Abstract: We report data from a revelatory qualitative case study of
a failed attempt to negotiate an international joint venture agreement. We
analyze issues of justice and the role that their occurrence in the course
of the negotiations might have played in this outcome. These potential
antecedents of the failure were derived from theories of organizational
justice. The results support an argument that organizational justice
theory, particularly interactional justice, can play an important role in
explaining alliance negotiation outcomes.
Keywords: strategic alliances; alliances negotiations; justice theory; (follow links to similar papers)
36 pages, January 17, 2004
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