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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 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, ISSN 0885-8624, Vol. 32, no 4, p. 487-504Article, review/survey (Refereed) 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.

Place, publisher, year, edition, pages
2017. Vol. 32, no 4, p. 487-504
Keyword [en]
Negotiation, Literature review, Business negotiation
National Category
Economics and Business
Identifiers
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
Projects
ISNET
Funder
Knowledge Foundation, 20150221
Available from: 2017-05-02 Created: 2017-05-02 Last updated: 2018-03-13Bibliographically approved

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Åge, Lars-JohanEklinder-Frick, Jens

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CiteExportLink to record
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  • apa
  • harvard-cite-them-right
  • ieee
  • modern-language-association-8th-edition
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  • Other style
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Language
  • sv-SE
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  • en-US
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  • Other locale
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Output format
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