Author

  • Premkumar Rajagopal

    • Malaysia University of Science and Technology, Petaling Jaya, Selangor, Malaysia
    • Malaysia

  • Selvarajah Janathan

    • European International University, Paris City Campus, France
    • France

  • Umahdevi Jayamani

    • Logispreneur Academy, Selangor, Malaysia
    • Malaysia

  • Irwan Ibrahim

    • Faculty of Business and Management, Universiti Teknologi MARA, Selangor, Malaysia
    • Malaysia

  • N.Sureshkumar PP Narayanan

    • University of East London, London, England
    • United Kingdom

  • Veera Pandiyan Kaliani Sundram

    • RIG – Sustainable Supply Chain Logistics / Faculty of Business and Management, Universiti Teknologi MARA Selangor, Malaysia/ Institute of Business Excellence, UiTM Shah Alam, Malaysia
    • Malaysia

Abstract

Negotiation is a vital component of supply chain management, requiring both strategic thinking and emotional intelligence to navigate complex, high-stakes interactions. Traditional supply chain negotiation programs focus on tactical skills but often overlook the psychological challenges that can undermine negotiation performance. This conceptual paper proposes the integration of hypnotherapy—a psychological technique known for enhancing relaxation, focus, and behavioral change—into supply chain negotiation training. Drawing from literature in supply chain strategy, emotional intelligence, and clinical hypnotherapy, the paper presents a novel framework for applying hypnotherapy techniques such as guided relaxation and visualization during pre-negotiation preparation, active negotiation, and post-negotiation reflection. The potential benefits include improved emotional regulation, heightened mental clarity, and reduced cognitive biases, which together contribute to more effective and confident negotiations. While the paper acknowledges cultural and ethical considerations, particularly in Asian contexts, it argues that hypnotherapy offers a valuable tool for enhancing negotiation mastery in modern supply chain environments. Future empirical research is recommended to validate the proposed framework and assess its practical impact.

Keywords

References

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How to Cite

Rajagopal, P., Janathan, S., Jayamani, U., Ibrahim, I., Narayanan, N. P., & Sundram, V. P. K. (2025). Hypnotherapy Meets Supply Chain: A Novel Approach to Negotiation Mastery. Information Management and Business Review, 17(2(I)S), 446-453. https://doi.org/10.22610/imbr.v17i2(I)S.4621

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Copyright (c) 2025 Premkumar Rajagopal, Selvarajah Janathan, Umahdevi Jayamani, Irwan Ibrahim, N.Sureshkumar PP Narayanan, Veera Pandiyan Kaliani Sundram (Author)

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Research Paper

Published in

Vol. 17 No. 2(I)S (2025) AI in Audit, Workplace Safety & Digital Consumer Society View issue contents

Published

2025-08-10

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