Artinger,S.
Vulkan,N.
Shem-Tov,Y.

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.

Artinger, S., Vulkan, N., & Shem-Tov, Y. (2015). Entrepreneurs' negotiation behavior. Small Business Economics, 44, 737-757. doi:10.1007/s11187-014-9619-8 (Full text)

Publication year	2015
Document type:	Article
Publication status:	Published
External URL:	http://dx.doi.org/10.1007/s11187-014-9619-8 View
Categories:	EmotionBusiness
Keywords:	argumentsemotionsnegotiationpersuasionstakeholder interactionstrategic uncertainty