Number of items: 1.
Article
Artinger, Sabrina,
Shem-Tov, Yotam and
Vulkan, Nir
(2015)
Entrepreneurs' negotiation behaviour.
Small Business Economics, 44 (4).
pp. 737-757.
Link to full text available through this repository.
- Abstract
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
- Subject(s)
- Entrepreneurship
Finance
- Uncontrolled keywords
- Negotiation; Persuasion; Arguments;
Emotions; Strategic uncertainty; Stakeholder
interaction; finance
- Centre
- Entrepreneurship Centre
This list was generated on Fri Dec 13 16:40:22 2019 UTC.