Thinking Back on Where We’re Going: A Methodological Assessment of Five Decades of Research in Negotiation Behavior

Steven Mestdagh

Vlerick Leuven Gent Management School

Marc Buelens

Vlerick Leuven Gent Management School

16th Annual IACM Conference Melbourne, Australia

Abstract:

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.

Thinking Back on Where We’re Going- A Methodological Assessment of Five Decades of Research in Negotiation Behavior

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