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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.
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 4Article in journal (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
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:hig:diva-23961DOI: 10.1108/JBIM-11-2015-0233OAI: oai:DiVA.org:hig-23961DiVA: diva2:1092356
Available from: 2017-05-02 Created: 2017-05-02 Last updated: 2017-05-02Bibliographically approved

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf