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Thinking back on where we're going :a methodological assessment of five decades of research in negotiation behavior. Some preliminary findings..


  • Steven Mestdagh


  • Marc Buelens

    () (Vlerick Leuven Gent Management School)


Through a content-analysis and coding of articles published in the mainstream academic literature on negotiation behavior, this study examines the field with respect to the research methods employed. A large database of relevant publications featured in Psychinfo is being constructed in order to investigate possible trends and patterns in the research methodologies used and abandoned over the past decades. We explore issues relating to research strategy, measurement, types of respondents, data-analytical procedures etc., and address various aspects of internal, external and construct validity. Our aim is to gain insight into the dominant methodological and statistical practices that have shaped the field of negotiation, and shed light on possible gaps and trade-offs. Preliminary findings, based on a set of 862 studies, are presented.

Suggested Citation

  • Steven Mestdagh & Marc Buelens, 2003. "Thinking back on where we're going :a methodological assessment of five decades of research in negotiation behavior. Some preliminary findings..," Vlerick Leuven Gent Management School Working Paper Series 2003-21, Vlerick Leuven Gent Management School.
  • Handle: RePEc:vlg:vlgwps:2003-21

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    References listed on IDEAS

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    8. Flannery, Mark J, 1986. " Asymmetric Information and Risky Debt Maturity Choice," Journal of Finance, American Finance Association, vol. 41(1), pages 19-37, March.
    9. Frederick C. Scherr & Heather M. Hulburt, 2001. "The Debt Maturity Structure of Small Firms," Financial Management, Financial Management Association, vol. 30(1), Spring.
    10. Hoshi, Takeo & Kashyap, Anil & Scharfstein, David, 1990. "The role of banks in reducing the costs of financial distress in Japan," Journal of Financial Economics, Elsevier, vol. 27(1), pages 67-88, September.
    11. Cai, Jun & Cheung, Yan-Leung & Goyal, Vidhan K., 1999. "Bank monitoring and the maturity structure of Japanese corporate debt issues," Pacific-Basin Finance Journal, Elsevier, vol. 7(3-4), pages 229-249, August.
    12. Graham, John R. & Harvey, Campbell R., 2001. "The theory and practice of corporate finance: evidence from the field," Journal of Financial Economics, Elsevier, vol. 60(2-3), pages 187-243, May.
    13. Morris, James R, 1976. "On Corporate Debt Maturity Strategies," Journal of Finance, American Finance Association, vol. 31(1), pages 29-37, March.
    14. Myers, Stewart C., 1977. "Determinants of corporate borrowing," Journal of Financial Economics, Elsevier, vol. 5(2), pages 147-175, November.
    15. Diamond, Douglas W., 1993. "Seniority and maturity of debt contracts," Journal of Financial Economics, Elsevier, vol. 33(3), pages 341-368, June.
    16. Douglas W. Diamond, 1991. "Debt Maturity Structure and Liquidity Risk," The Quarterly Journal of Economics, Oxford University Press, vol. 106(3), pages 709-737.
    17. Demirguc-Kunt, Asli & Maksimovic, Vojislav, 1999. "Institutions, financial markets, and firm debt maturity," Journal of Financial Economics, Elsevier, vol. 54(3), pages 295-336, December.
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    Cited by:

    1. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.

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    negotiation; research-methods; meta-analysis;

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