This report presents an overview of 263 articles dealing with business negotiations. Firstly, some general trends in business negotiation research are identified. Secondly, a number of research topics are discussed in greater detail, based on a model of negotiation research. This model focuses...

This paper postulates that organisational capabilities, particularly brand orientation, may provide an appropriate theoretical framework to explain variations in organisational performance among retailers. Brand orientation is viewed as a strategic capability, just like innovation. This allows...

Numerous studies have identified various patterns of behaviour by firms developing international business relationships, but little attention has been devoted to empirical studies of the dynamic processes within these international business relationships. This paper contributes towards a better...