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Two decades of business negotiation research: an overview and suggestions for future studies

Henrik Agndal ( University of Gothenburg , Göteborg, Sweden)
Lars-Johan Åge ( Stockholm School of Economics , Stockholm, Sweden)
Jens Eklinder-Frick ( Uppsala University , Uppsala, Sweden)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 2 May 2017

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Abstract

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.

Keywords

Citation

Agndal, H., Åge, L.-J. and Eklinder-Frick, J. (2017), "Two decades of business negotiation research: an overview and suggestions for future studies", Journal of Business & Industrial Marketing, Vol. 32 No. 4, pp. 487-504. https://doi.org/10.1108/JBIM-11-2015-0233

Publisher

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Emerald Publishing Limited

Copyright © 2017, Emerald Publishing Limited