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Research Methods in Negotiation: 1965-2004

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Author Info
M. BUELENS ()
M. VAN DE WOESTYNE
S. MESTDAGH
D. BOUCKENOOGHE

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Abstract

This study provides insight into the dominant methodological practices that have shaped the field of negotiation over the past four decades, and sheds light on possible gaps and trade-offs. We content analyzed 941 peer reviewed negotiation articles (published between 1965-2004) for methodology. We distinguished key issues in negotiation research and identified methodological trends over time (1965-2004). The results reveal significant changes in reliability, validity and triangulation issues. In addition, the rise of multivariate statistics and multiple data-sources displays a positive evolution towards more sophisticated methodologies. However, more attention is needed to address the enduring lack of longitudinal designs and qualitative techniques in negotiation research. KEYWORDS: negotiation; research methodology; review; validity; triangulation

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Paper provided by Ghent University, Faculty of Economics and Business Administration in its series Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium with number 07/449.

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Length: 37 pages
Date of creation: Jan 2007
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Handle: RePEc:rug:rugwps:07/449

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  1. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June. [Downloadable!] (restricted)
  2. Nakata, Cheryl & Huang, Yili, 2005. "Progress and promise: the last decade of international marketing research," Journal of Business Research, Elsevier, vol. 58(5), pages 611-618, May. [Downloadable!] (restricted)
  3. Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December. [Downloadable!] (restricted)
  4. Harinck, Fieke & De Dreu, Carsten K. W. & Van Vianen, Annelies E. M., 2000. "The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 329-358, March. [Downloadable!] (restricted)
  5. Kassarjian, Harold H, 1977. " Content Analysis in Consumer Research," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 4(1), pages 8-18, June.
  6. Uma Sekaran, 1983. "Methodological and Theoretical Issues and Advancements in Cross-Cultural Research," Journal of International Business Studies, Palgrave Macmillan Journals, vol. 14(2), pages 61-73, June. [Downloadable!] (restricted)
  7. Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March. [Downloadable!] (restricted)
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