Scandinavian Working Papers in Business Administration

SSE/EFI Working Paper Series in Business Administration,
Stockholm School of Economics

No 2007:003: Current trends in business negotiation research: An overview of articles published 1996-2005

Henrik Agndal ()
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Henrik Agndal: Dept. of Business Administration, Stockholm School of Economics, Postal: Stockholm School of Economics, P.O. Box 6501, SE-113 83 Stockholm, Sweden

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

57 pages, February 7, 2007

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