Saying and Doing: Understanding Pre-Negotiation in Complex Business Negotiation

Morten Lindholst

    Research output: Chapter in Book/Report/Conference proceedingArticle in proceedingsResearchpeer-review


    Pre-negotiation is widely recognized as fundamental to increase negotiation effectiveness; yet little is known about pre-negotiation planning for real inter-organizational transactions. I propose a rigorous qualitative research design rooted in real organizational data from multiple sources facilitating plausible and credible holistic understanding of the research phenomenon. The proposed design
    demonstrates the weakness in relying on an open-ended survey as the sole data source to understand an internal-organizational phenomenon.
    Original languageEnglish
    Title of host publicationGroup Decision and Negotiation : (GND) 2013
    EditorsBilyana Martinovski
    Place of PublicationKista
    PublisherDepartment of Computer and Systems Development (DSV). Stockholm University
    Publication date2013
    ISBN (Print)9789163734908
    Publication statusPublished - 2013
    Event13th Meeting on Group Decision and Negotiation. 2013 - Stockholm University, Stockholm, Sweden
    Duration: 17 Jun 201321 Jun 2013
    Conference number: 13


    Conference13th Meeting on Group Decision and Negotiation. 2013
    LocationStockholm University
    Internet address

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