The Impact of Team Characteristics on the Course and Outcome of Intergroup Price Negotiations
Backhaus K, van Doorn J, Wilken R
Abstract
Purpose and Methodology. Both academic research and managerial practice devote attention to the topic of negotiation, and price negotiations have particular salience in business relations. Despite frequent negotiations between buying and selling centers in practice, the impact of team characteristics on the course and outcome of a negotiation rarely has been researched. This study proposes an integrative framework of the determinants of negotiation outcomes that examines the impact of group characteristics on both the conduct of the negotiating parties and the negotiation outcome.
Publication type
Research article (journal)
Publication status
Published
Year
2008
Journal
Journal of Business-to-Business Marketing
Volume
15
Issue
4
Start page
365
End page
396
Language
English
ISSN
1051-712X