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Methodological Issues in Negotiation Research: A State-of-the-Art-Review

Author

Listed:
  • Marc Buelens

    (Vlerick Leuven Gent Management School)

  • Mieke Woestyne

    (Vlerick Leuven Gent Management School)

  • Steven Mestdagh

    (Vlerick Leuven Gent Management School)

  • 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 and 2004) and identified the most important methodological trends over time. The results reveal significant changes in reliability, validity, and triangulation issues. In addition, the rise of multivariate statistics and multiple data sources displays positive evolution towards more sophisticated methodologies. Despite these positive evolutions, we want to encourage current and future researchers to conduct more longitudinal and qualitative research to further advance our knowledge on negotiation.

Suggested Citation

  • Marc Buelens & Mieke Woestyne & Steven Mestdagh & Dave Bouckenooghe, 2008. "Methodological Issues in Negotiation Research: A State-of-the-Art-Review," Group Decision and Negotiation, Springer, vol. 17(4), pages 321-345, July.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:4:d:10.1007_s10726-007-9097-3
    DOI: 10.1007/s10726-007-9097-3
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    References listed on IDEAS

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    Cited by:

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    2. Jinsoo Park & Hamirahanim Abdul Rahman & Jihae Suh & Hazami Hussin, 2019. "A Study of Integrative Bargaining Model with Argumentation-Based Negotiation," Sustainability, MDPI, vol. 11(23), pages 1-21, December.
    3. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    4. Mareike Schoop & Marije Amelsvoort & Johannes Gettinger & Michael Koerner & Sabine T. Koeszegi & Per Wijst, 2014. "The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?," Group Decision and Negotiation, Springer, vol. 23(2), pages 167-192, March.

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