What is it about?
This paper conducts a systematic review of negotiation literature related to relationality from multiple disciplines. Thirty-nine leading and topical academic journals are selected and 574 papers on negotiation are reviewed from 1990 to 2014. Based on the systematic review, propositions regarding the rationales for relationality in negotiations are developed and future research avenues in this area are discussed.
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Why is it important?
This paper presents the first systematic review of the negotiation literature on relationality, and identifies new research topics on relationality in negotiations. In so doing, this research opens new avenues for future negotiation research on relationality.
Perspectives
The purpose of this paper is to systematically review and analyze the important, yet under-researched, topic of relationality in negotiations and propose new directions for future negotiation research.
Junjun Cheng
Shanghai University
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This page is a summary of: Relationality in negotiations: a systematic review and propositions for future research, International Journal of Conflict Management, June 2017, Emerald,
DOI: 10.1108/ijcma-12-2015-0091.
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