Definisi Prinsip dan Tujuan Negosiasi Bisnis Pengertian Dasar, Fungsi, dan Sasaran Negosiasi dalam Dunia Usaha
DOI:
https://doi.org/10.61132/jumaket.v2i4.1079Keywords:
Business Globalization, Business Negotiation, Integrative Negotiation, Negotiation Strategy, Systematic Literature ReviewAbstract
Research on business negotiation is becoming increasingly relevant amid the dynamics of globalization, digitalization, and intense competition that require organizations to have adaptive communication and collaboration strategies. Negotiation no longer serves only as a means of reaching agreement, but also as a strategic mechanism for creating added value, building long-term relationships, and mitigating business risks. This study aims to systematically examine the definitions, principles, functions, and objectives of negotiation based on international and national academic literature from 2015 to 2025. The research approach uses a Systematic Literature Review (SLR) to identify conceptual patterns, research trends, and developments in negotiation theory. The results of the study show that modern negotiation emphasizes the creation of shared value through an integrative approach, strengthening communication, and utilizing digital technology in the decision-making process. In addition, differences in orientation were found between Western negotiation, which is more transactional, and the Indonesian context, which emphasizes relationship harmony and sustainable collaboration. This study provides a theoretical contribution in the form of a comprehensive mapping of the development of the concept of negotiation, as well as practical contributions for business actors in designing effective, adaptive negotiation strategies that are relevant to contemporary business needs.
Downloads
References
Charmaine, F., Dahrani, L. A., Sunarti, S., & Asy’ari, H. (2022). Pengaruh etika hasil negosiasi pada manajemen konflik di sektor perbankan. Jurnal Arastirma, 2(4), 1–12. https://openjournal.unpam.ac.id/index.php/Jaras/article/view/28182
Fatyandri, R., Christini, C., & Sandra, D. (2023). Negosiasi dalam industri makanan dan minuman: Analisis strategi dan hasil kesepakatan. Jurnal Ilmu Manajemen Saburai, 9(2), 45–57. https://jurnal.saburai.id/index.php/JIMS/article/view/1985
Fauzi, A., Sumarni, D., & Esfandiary, A. (2024). Peran negosiasi strategis dalam penyelesaian konflik organisasi. Humanus: Jurnal Ilmu Administrasi Negara, 6(1), 88–101. https://jurnal.yp2n.org/index.php/humanus/article/view/126
Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in (3rd ed.). Penguin Books.
Lase, D., Permadi, B., & Gumohung, R. (2025). Strategi komunikasi negosiasi dalam pengembangan UMKM di Kecamatan Cibarusah. JISOSEPOL: Jurnal Ilmu Sosial, Ekonomi, dan Politik, 4(1), 21–33. https://samudrapublisher.com/index.php/JISOSEPOL/article/view/308
Lewicki, R. J., Barry, B., & Saunders, D. M. (2020). Negotiation (8th ed.). McGraw-Hill Education.
Menkel-Meadow, C., Schneider, A. K., & Love, A. L. (2018). Negotiation: Processes for problem solving (2nd ed.). Wolters Kluwer.
Meylany, R., Febryanti, F., & Fatimah, S. (2024). Analisis teknik negosiasi lintas budaya dan efektivitasnya. Triwikrama: Jurnal Ilmu Sosial dan Humaniora, 10(1), 55–66. https://ejournal.warunayama.org/index.php/triwikrama/article/view/4000
Nurulita, F., Barkah, S., & Novel, A. (2022). Dampak strategi negosiasi integratif terhadap efektivitas komunikasi bisnis korporat. STRATEGIC: Jurnal Pendidikan Manajemen Bisnis, 12(2), 101–115. https://ejournal.upi.edu/index.php/strategic/article/download/47138/pdf
Puspita, D., & Rini, K. (2023). Konflik, negosiasi, dan manajemen stres dalam bisnis Cwie Mie. JAMI: Jurnal Ahli Muda Indonesia.
Putnam, L. L., & Roloff, M. E. (2018). The SAGE handbook of conflict communication: Integrating theory, research, and practice (2nd ed.). SAGE Publications.
Rouddah, K. N., Barkah, C. S., & Novel, N. J. A. (2021). Analisis negosiasi bisnis perusahaan trading dengan pengumpul kopi Toraja. Jurnal Bisnis Strategi. Undip E-Journal System.
Suwandi, T., Le Xuan, H., & Pranata, A. (2023). Negosiasi dalam industri manufaktur: Perspektif manajemen risiko dan hubungan pemasok. Jurnal SAINTEK Informatika, 19(3), 112–128. https://ejournal.sisfokomtek.org/index.php/saintek/article/view/1119
Thompson, L. (2015). The mind and heart of the negotiator (6th ed.). Pearson Education.
Zhafran, M. A., & Fiernaningsih, I. (2023). Dampak proses negosiasi terhadap manajemen stres dan konfliktual di industri penerbitan. JAMI: Jurnal Administrasi dan Manajemen Indonesia, 4(2), 77–90. https://journal.akb.ac.id/index.php/jami/article/view/156
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2025 Jurnal Manajemen Kewirausahaan dan Teknologi
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
