Issues

Special Issue: Business Negotiation. Guest Editors: Lars Johan Age, Uta Herbst, Per Hedberg

Guest editorial

Lars-Johan Åge; Uta Herbst; Per Hedberg
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Two decades of business negotiation research: an overview and suggestions for future studies

Henrik Agndal; Lars-Johan Åge; Jens Eklinder-Frick
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A phase-specific analysis of negotiation styles

Melanie Preuss; Per van der Wijst
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The negotiation scorecard: a planning tool in business and industrial marketing

David E. Fleming; Jon M. Hawes
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Goal-oriented balancing: happy–happy negotiations beyond win–win situations

Lars-Johan Åge; Jens Eklinder-Frick
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The distributive knot: negotiators’ responsibility to untie complex demands

Alain Lempereur; Michele Pekar
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Renegotiations – empirical analysis of impacts on business relationships

Markus Voeth; Aline Christiane Lenzing
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You can’t win by avoiding difficult conversations

Bruce Patton
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Negotiating with work friends: examining gender differences in team negotiations

Uta Herbst; Hilla Dotan; Sina Stöhr
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Why teams achieve higher negotiation profits than individuals: the mediating role of deceptive tactics

Tayfun Aykac; Robert Wilken; Frank Jacob; Nathalie Prime
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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
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Culture and negotiation strategy

Jeanne M. Brett
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International business negotiations in Brazil

Tony Fang; Josephine Schaumburg; Daniella Fjellström
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The four horsemen of power at the bargaining table

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