Journal of Business & Industrial Marketing: Volume 32 Issue 4

Guest editorial

Lars-Johan Åge, Uta Herbst, Per Hedberg

Two decades of business negotiation research: an overview and suggestions for future studies

Henrik Agndal, Lars-Johan Åge, Jens Eklinder-Frick

This paper aims to present a review of articles on business negotiation published between 1995 and 2015.

A phase-specific analysis of negotiation styles

Melanie Preuss, Per van der Wijst

The purpose of this study is to analyze whether negotiators stick to one single negotiation style or whether their styles vary during the negotiation process. The paper seeks to…

The negotiation scorecard: a planning tool in business and industrial marketing

David E. Fleming, Jon M. Hawes

Given the ever-increasing complexity of business-to-business exchange, success is contingent on being able to adapt to any given situation. However, there is little in the way of…

Goal-oriented balancing: happy–happy negotiations beyond win–win situations

Lars-Johan Åge, Jens Eklinder-Frick

This paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes.

The distributive knot: negotiators’ responsibility to untie complex demands

Alain Lempereur, Michele Pekar

This article aims to explore the fundamental negotiation structure as a demand/response dynamic. It tests it in a complex business system, where a manager as a negotiator is…

Renegotiations – empirical analysis of impacts on business relationships

Markus Voeth, Aline Christiane Lenzing

Renegotiations not only promise an economically relevant improvement of the original negotiation outcome for the communicator of the demand but also imply a potential threat to…

You can’t win by avoiding difficult conversations

Bruce Patton

In business, the failure to engage difficult conversations productively can prevent winning in the market and invite the competition to forge ahead. This study aims to identify…

Negotiating with work friends: examining gender differences in team negotiations

Uta Herbst, Hilla Dotan, Sina Stöhr

This study aims to investigate whether a team of females negotiates differently than a team of males, and whether (workplace) friendship moderates the relationship between…

Why teams achieve higher negotiation profits than individuals: the mediating role of deceptive tactics

Tayfun Aykac, Robert Wilken, Frank Jacob, Nathalie Prime

This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study…

All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package

Uta Herbst, Birte Kemmerling, Margaret Ann Neale

While industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly…

Culture and negotiation strategy

Jeanne M. Brett

This study aims to explain to negotiators how to go about learning about their counterpart’s interests and priorities and the strategies they are likely to bring to the…

International business negotiations in Brazil

Tony Fang, Josephine Schaumburg, Daniella Fjellström

The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to…

The four horsemen of power at the bargaining table

Adam D. Galinsky, Michael Schaerer, Joe C. Magee

This paper aims to identify and discuss four major sources of power in negotiations.