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Current trends in business negotiation research: An overview of articles published 1996-2005

  • Agndal, Henrik

    ()

    (Dept. of Business Administration, Stockholm School of Economics)

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    This report presents an overview of 263 articles dealing with business negotiations. Firstly, some general trends in business negotiation research are identified. Secondly, a number of research topics are discussed in greater detail, based on a model of negotiation research. This model focuses on the negotiating parties, the context in which the negotiation takes place, the negotiation process, and outcomes of negotiations. Third, some suggestions for future research are presented.

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    File URL: http://swoba.hhs.se/hastba/papers/hastba2007_003.pdf
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    Paper provided by Stockholm School of Economics in its series SSE/EFI Working Paper Series in Business Administration with number 2007:003.

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    Length: 57 pages
    Date of creation: 07 Feb 2007
    Date of revision:
    Handle: RePEc:hhb:hastba:2007_003
    Contact details of provider: Postal: The Economic Research Institute, Stockholm School of Economics, P.O. Box 6501, SE 113 83 Stockholm, Sweden
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    1. Anderson, Cameron & Thompson, Leigh L., 2004. "Affect from the top down: How powerful individuals' positive affect shapes negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 125-139, November.
    2. Barry, Bruce & Oliver, Richard L., 1996. "Affect in Dyadic Negotiation: A Model and Propositions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(2), pages 127-143, August.
    3. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    4. Bottom, William P., 1998. "Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 89-112, November.
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