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
Article in 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