40 Pages Posted: 12 Jun 2003
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.
Keywords: Conflict, negotiation, research methods, meta-analysis
Suggested Citation: Suggested Citation
Mestdagh, Steven and Buelens, Marc, Thinking Back on Where We're Going: A Methodological Assessment of Five Decades of Research in Negotiation Behavior. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=400840 or http://dx.doi.org/10.2139/ssrn.400840
Relational Accommodation in Negotiation: Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital (Formerly the O. Henry Effect: The Impact of Relational Norms on Negotiation Outcomes)