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Two Decades of Business Negotiation Research: An Overview and Suggestions for Future Studies

Journal article
Authors Henrik Agndal
Lars-Johan Åge
Jens Eklinder Frick
Published in The journal of business & industrial marketing
Volume 32
Issue 4
Pages 487-504
ISSN 0885-8624
Publication year 2017
Published at Department of Business Administration, Accounting
Pages 487-504
Language en
Links dx.doi.org/10.1108/JBIM-11-2015-023...
Subject categories Economics and Business

Abstract

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.

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