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Two decades of business negotiation research: an overview and suggestions for future studies
Henrik Agndal, Lars-Johan Åge, and Jens Eklinder-Frick

A phase-specific analysis of negotiation styles
Melanie Preuss and Per van der Wijst

The negotiation scorecard: a planning tool in business and industrial marketing
David E. Fleming and Jon M. Hawes

Goal-oriented balancing: happy–happy negotiations beyond win–win situations
Lars-Johan Åge and Jens Eklinder-Frick

The distributive knot: negotiators’ responsibility to untie complex demands
Alain Lempereur and Michele Pekar

Renegotiations – empirical analysis of impacts on business relationships
Markus Voeth and Aline Christiane Lenzing

You can’t win by avoiding difficult conversations
Bruce Patton

Negotiating with work friends: examining gender differences in team negotiations
Uta Herbst, Hilla Dotan, and Sina Stöhr

Why teams achieve higher negotiation profits than individuals: the mediating role of deceptive tactics
Tayfun Aykac, Robert Wilken, Frank Jacob, and Nathalie Prime

All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package
Uta Herbst, Birte Kemmerling, and Margaret Ann Neale

Culture and negotiation strategy
Jeanne M. Brett

International business negotiations in Brazil
Tony Fang, Josephine Schaumburg, and Daniella Fjellström

The four horsemen of power at the bargaining table
Adam D. Galinsky, Michael Schaerer, and Joe C. Magee

Guest editorial
Lars-Johan Åge, Uta Herbst, and Per Hedberg

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