ABSTRACT
Summary. This paper reviews the findings of research into information exchange in real-life negotiations in business-to-business (B2B) relationships. Despite the recognition by both practitioners and academics of face-to-face negotiation as a core competence essential to the longevity of business relationships, there has been little research into verbal negotiator behaviour in this context. Based on observation of 12 substantive negotiations, wherein the parties were engaged in strategic relationship development, the findings indicate distinct patterns of verbal behaviour at different stages of relational development. This has important implications for the development of theory as well as the behavioural stances adopted by individuals engaged in relational development through the process of face-to-face negotiation.
It is contended that enhanced understanding of this important aspect of B2B relationships leads to the development of more closely aligned strategic plans which may improve return on relational investment. Findings may, therefore, be used as an aid to decision-making in developing106 business relationships which could, ultimately, lead to more effectively targeted planning for interactions and, potentially, greater outcome success. [Article copies available for a fee from The Haworth Document Delivery Service: 1-800-HAWORTH. E-mail address: <docdelivery@haworthpress.com> Website: <https://www.HaworthPress.com" xmlns:xlink="https://www.w3.org/1999/xlink">https://www.HaworthPress.com> © 2005 by The Haworth Press, Inc. All rights reserved.]
