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Research methods in negotiation: 1965-2004

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Author Info

  • Buelens, M.

    ()

  • Van De Woesteyne, M.

    ()

  • Steven Mestdagh

    ()

  • Dave Bouckenooghe

    ()
    (Vlerick Leuven Gent Management School)

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.

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File URL: http://www.vlerick.be/en/2386-VLK/version/default/part/AttachmentData/data/vlgms-wp-2007-7.pdf
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Bibliographic Info

Paper provided by Vlerick Leuven Gent Management School in its series Vlerick Leuven Gent Management School Working Paper Series with number 2007-7.

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Length: 39 pages
Date of creation: 12 Feb 2007
Date of revision:
Handle: RePEc:vlg:vlgwps:2007-7

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Keywords: negotiation; research methodology; review; validity; triangulation;

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  1. 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.
  2. 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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