Entrepreneurs’ negotiation behavior

Sabrina Artinger (), Nir Vulkan and Yotam Shem-Tov

Small Business Economics, 2015, vol. 44, issue 4, 737-757

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. Copyright Springer Science+Business Media New York 2015

Keywords: Negotiation; Persuasion; Arguments; Emotions; Strategic uncertainty; Stakeholder interaction; L26; C70; C93 (search for similar items in EconPapers)
Date: 2015
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DOI: 10.1007/s11187-014-9619-8

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