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Two decades of business negotiation research: an overview and suggestions for future studies
Univ Gothenburg, Gothenburg, Sweden..
Stockholm Sch Econ, Stockholm, Sweden..
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center.
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 4, 487-504 p.Article, review/survey (Refereed) Published
Abstract [en]

Purpose - This paper aims to present a review of articles on business negotiation published between 1995 and 2015.

Design/methodology/approach - This literature review is based on 490 articles on business negotiation.

Findings - When analyzing the conceptual underpinnings of this field, two paradigms emerge as dominant. The most prominent paradigm is a cognitive, psychological approach, typically relying on experiments and statistical testing of findings. The second dominating paradigm is a behavioral one, largely concerned with mathematical modeling and game-theoretical models.

Practical implications - Besides offering a description of the characteristics adhered to the business negotiation field, this paper will also suggest recommendations for further research and specify areas in which the research field needs further conceptual and empirical development.

Originality/value - This literature review serves to be the first representation of the characteristics adhered to the budding research field of business negotiation.

Place, publisher, year, edition, pages
2017. Vol. 32, no 4, 487-504 p.
Keyword [en]
Negotiation, Literature review, Business negotiation
National Category
Business Administration
Identifiers
URN: urn:nbn:se:uu:diva-335838DOI: 10.1108/JBIM-11-2015-0233ISI: 000404812500002OAI: oai:DiVA.org:uu-335838DiVA: diva2:1166451
Available from: 2017-12-15 Created: 2017-12-15 Last updated: 2017-12-15Bibliographically approved

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Eklinder-Frick, Jens Ola

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