Why and how to promote cooperative negotiation in a context of competitive globalization: A review of literature

The economic environment which we know created a reality rich in conflict inside and outside the organization. This article defends the opinion that in such a context cooperation is needed. It presents cooperative negotiation as an important tool for conflict management, dispute management and building sustainable competitive advantages. This article addresses academics through the review and analysis of the most citied literature related to cooperative negotiation. It argues for and defends, based on existing research, the choice of cooperative negotiation. It also addresses professionals and provides arguments and guidelines for organizational cooperation enhancement