Entrepreneurs' negotiation behaviour

Artinger, Sabrina, Shem-Tov, Yotam and Vulkan, Nir (2015) Entrepreneurs' negotiation behaviour. Small Business Economics, 44 (4). pp. 737-757.


This study provides first empirical results on entrepreneurs’ negotiation behavior. In a series of negotiation tasks, we compare persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs. Our results show that entrepreneurs make extensive use of emotions and arguments as means of persuasion. Due to their assertive behavior, they close fewer deals; however, when they close a deal, they make higher profits than non-entrepreneurs. These results demonstrate the relevance of studying entrepreneurs’ interpersonal interactions as determinants of entrepreneurial success and highlight the role expressed emotions and arguments play in this context.

Item Type: Article
Keywords: Negotiation; Persuasion; Arguments; Emotions; Strategic uncertainty; Stakeholder interaction; finance
Subject(s): Entrepreneurship
Centre: Entrepreneurship Centre
Date Deposited: 21 Jan 2015 12:48
Last Modified: 19 Sep 2018 11:58
Funders: not applicable
URI: http://eureka.sbs.ox.ac.uk/id/eprint/5238

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