Contracts, Negotiation, and Learning: An Examination of Termination Provisions

• Published in: Journal of management studies Vol. 51; no. 3; pp. 379 - 405
• Main Authors: Ariño, Africa, Reuer, Jeffrey J., Mayer, Kyle J., Jané, Juan
• Format: Journal Article
• Language: English
• Published: Oxford Blackwell Publishing Ltd 01.05.2014
• Subjects: Bargaining; Business management; Collaboration; Contract management; Contract negotiations; Contracts; Examinations; Learning; negotiation time; Negotiations; Organizational learning; Partnering; partnerships; prior relationships; Studies; termination provisions; Terminations

Taking a temporal view of learning in partnerships, we argue that learning to contract from prior relationships can be manifested not only in an increase in the level of contractual detail but also in a decrease in negotiation time for a given level of contractual detail. We analyse the influence th...