Opening the Black Box of I-Deals Negotiation: Integrating I-Deals and Negotiation Research

Abstract

Individualized work arrangements (“i-deals”) negotiated by employees are increasingly common in contemporary employment. Existing research largely focuses on phenomena emerging after the creation of i-deals, particularly their consequences for employees and organizations. This focus overlooks the fundamental processes associated with negotiating i-deals in the first place. I-deals research originating in the last two decades can benefit from the more advanced body of research on negotiations, particularly in its attention to negotiation preparation and the bargaining process. We examine how negotiation research and theory inform our understanding of the dynamics operating in the creation of i-deals. In doing so, we identify key features of negotiation research that apply to i-deal formulation and use these to develop an agenda for future research on i-deals.