SSE/EFI Working Paper Series in Business Administration
Current trends in business negotiation research: An overview of articles published 1996-2005
Abstract: 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.
Keywords: negotiation; bargaining; (follow links to similar papers)
57 pages, February 7, 2007
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Design Joakim Ekebom