...Li Wang; Menglei Gu; Longwei Wang Purpose Based on the sensemaking perspective, this study aims to explore how technological turbulence affects inter-firm knowledge creation through contractualization and negotiation, and examine the moderating role of legal system completeness and market...

... and examine how it contributes to building rapport and mediates negotiation outcomes in B2B relationships. Design/methodology/approach This study uses a qualitative abductive research approach for this exploratory investigation as it allows for an in-depth examination of the complex relational dynamics...

...Lars-Johan Åge; Jens Eklinder-Frick Purpose This paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes. Design/methodology/approach To produce a general and conceptual theory of negotiation, the grounded theory methodology is deployed...

...Henrik Agndal; Lars-Johan Åge; Jens Eklinder-Frick Purpose This paper aims to present a review of articles on business negotiation published between 1995 and 2015. Design/methodology/approach This literature review is based on 490 articles on business negotiation. Findings When analyzing...