Business Case Studies & Business Publications

When Does a Negotiation End? Applying Im...

Elias, Allison, Di...

Technical Note

When Does a Negotiation End? Applying Implementation Science to the Negotiation Process

Elias, Allison; Diaz, Carmen

BC-0323 | Published September 18, 2025 | 7 Pages Technical Note

Collection: Darden School of Business

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When does a negotiation end? Usually, in the real world, securing a signed contract is not the end; it is the beginning of an ongoing relationship between parties. Yet we tend to teach negotiation with an emphasis on achieving a deal, as if that is the end of the interaction. This note encourages negotiators to adopt a forward-looking perspective during the negotiation process by borrowing insights from a relatively new field of study called implementation science. We believe that principles from implementation science can be useful for negotiators as they consider how the deal and the relationship will unfold in the future.