Artinger, Sabrina, Shem-Tov, Yotam and Vulkan, Nir (2014) Entrepreneurs' negotiation behaviour. Small Business Economics Journal.
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.
|Keywords:||Negotiation; Persuasion; Arguments; Emotions; Strategic uncertainty; Stakeholder interaction|
Faculty of Finance
|Date Deposited:||21 Jan 2015 12:48|
|Last Modified:||23 Oct 2015 14:08|
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