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Entrepreneurs' negotiation behavior
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DOI：10.1007/s11187-014-9619-8.png)
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摘要
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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.
Keyword:
Negotiation
Persuasion
Arguments
Emotions
Strategic uncertainty
Stakeholder interaction
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