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Research Methods in Negotiation: 1965-2004

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  • M. BUELENS

    ()

  • M. VAN DE WOESTYNE
  • S. MESTDAGH
  • D. BOUCKENOOGHE

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
Date of revision:
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.
  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.
  3. Kassarjian, Harold H, 1977. " Content Analysis in Consumer Research," Journal of Consumer Research, University of Chicago Press, vol. 4(1), pages 8-18, June.
  4. 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.
  5. Uma Sekaran, 1983. "Methodological and Theoretical Issues and Advancements in Cross-Cultural Research," Journal of International Business Studies, Palgrave Macmillan, vol. 14(2), pages 61-73, June.
  6. 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.
  7. 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.
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