Since 2014
Problems in Negotiation Gambit Research and Practice
Advances in Business Research
View Archive Info| Field | Value | |
| Title |
Problems in Negotiation Gambit Research and Practice
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| Creator |
Kaupins, Gundars; Boise State University
Johnson, Mark; Idaho State University |
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| Subject |
Business;
Gambit; |
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| Description |
This paper provides a review of the relevant literature pertaining to the use of gambits (tactics) in negotiations. The review reveals some problems in the literature as discussed within the framework of Goldstein’s model of selection, implementation, evaluation, and feedback. Key problems in the gambit literature include the lack of empirical research on the choice of gambits and the difficulty of measurement of the effectiveness of gambits due to multivariate problems. Implications for future research follow.
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| Publisher |
Tarleton State University and the University of Arkansas - Fort Smith
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| Contributor |
—
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| Date |
2011-12-05
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| Type |
info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion Peer-reviewed Articles — |
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| Format |
application/pdf
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| Identifier |
http://journals.sfu.ca/abr/index.php/abr/article/view/76
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| Source |
Advances in Business Research; Vol 2, No 1 (2011); 238-246
2641-5208 2153-6511 |
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| Language |
eng
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| Relation |
http://journals.sfu.ca/abr/index.php/abr/article/view/76/50
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| Rights |
Authors who publish with this journal agree to the following terms:Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).
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