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Two decades of business negotiation research: an overview and suggestions for future studies
School of Business, Economics and Law, Gothenburg, Sweden.
Stockholm School of Economics, Stockholm, Sweden.
Uppsala University, Uppsala, Sweden.ORCID-id: 0000-0002-7156-5020
2017 (Engelska)Ingår i: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, ISSN 0885-8624, Vol. 32, nr 4, s. 487-504Artikel, forskningsöversikt (Refereegranskat) Published
Abstract [en]

Purpose: This article present a review of articles on business negotiation published between 1995 and 2015.

Design/methodology/approach: This literature review is based on 490 article 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 modelling 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.

Ort, förlag, år, upplaga, sidor
2017. Vol. 32, nr 4, s. 487-504
Nyckelord [en]
Negotiation, Literature review, Business negotiation
Nationell ämneskategori
Ekonomi och näringsliv
Identifikatorer
URN: urn:nbn:se:hig:diva-23961DOI: 10.1108/JBIM-11-2015-0233ISI: 000404812500002Scopus ID: 2-s2.0-85020105566OAI: oai:DiVA.org:hig-23961DiVA, id: diva2:1092356
Projekt
ISNET
Forskningsfinansiär
KK-stiftelsen, 20150221Tillgänglig från: 2017-05-02 Skapad: 2017-05-02 Senast uppdaterad: 2018-03-13Bibliografiskt granskad

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Åge, Lars-JohanEklinder-Frick, Jens

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