Current trends in business negotiation research: An overview of articles published 1996-2005
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.
|Date of creation:||07 Feb 2007|
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- 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.
- 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.
- 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.
- 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.
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