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Systematic Literature Review of Strategic Behavior in Negotiation

Author

Listed:
  • Rafi Ndari ARDIANTO

    (Bandung Institute of Technology, Indonesia)

  • Pri HERMAWAN

    (Bandung Institute of Technology, Indonesia)

Abstract

Negotiation is a frequent phenomenon in everyday life. Whenever a person needs another person to solve their problems, their intertwining goals and preferences should be adjusted through negotiation. From this recurrent demand of dealing with negotiation, we constantly seek ways to improve it. One of the ways is by learning and assessing strategic behavior in negotiation. Starting from this objective, we systematically reviewed 1,490 articles to build a comprehensive outlook on negotiation behavior research progress. We use five systems of observation level to categorize the articles included in this study that are: (1) intrapersonal system, (2) interpersonal system, (3) group system, (4) organizational system, and (5) virtual system. The result showed us that the research landscape has progressed toward the development of automated negotiating agents besides observing human negotiators exclusively. We also see the emerging interplay between systems of observation level.

Suggested Citation

  • Rafi Ndari ARDIANTO & Pri HERMAWAN, 2022. "Systematic Literature Review of Strategic Behavior in Negotiation," Management and Economics Review, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 7(3), pages 310-329, October.
    • Handle: RePEc:rom:merase:v:7:y:2022:i:3:p:310-329
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    References listed on IDEAS

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    1. Johnson, Noel D. & Mislin, Alexandra A., 2011. "Trust games: A meta-analysis," Journal of Economic Psychology, Elsevier, vol. 32(5), pages 865-889.
    2. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    3. Réal A. Carbonneau & Rustam Vahidov & Gregory E. Kersten, 2014. "Quantitative Concession Behavior Analysis and Prediction for Decision Support in Electronic Negotiations," International Journal of Decision Support System Technology (IJDSST), IGI Global Scientific Publishing, vol. 6(4), pages 16-30, October.
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    Keywords

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    JEL classification:

    • D70 - Microeconomics - - Analysis of Collective Decision-Making - - - General
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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