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INNOVATIVE ENTREPRENEURS AND THEIR NEGOTIATION BEHAVIOURS IN LAUNCHING NEW PRODUCTS
Corresponding Author(s) : Nguyen Nhat Minh
Humanities & Social Sciences Reviews,
Vol. 8 No. 4 (2020): July
Abstract
Purpose: This study investigates the impact of the negotiation behaviours by Vietnamese innovative-entrepreneurs on negotiation outcomes. The focus emphasises face-to-face negotiation sessions between innovative entrepreneurs and their corporate customers as they promote new services and products that either fulfill unmet market demands or achieve significant improvements in comparison to existing products or services.
Methodology: This paper employed a qualitative research method to distill the entrepreneurial negotiation behaviours and their impacts on negotiation performance. A series of semi-structured interviews were conducted individually with 14 Vietnamese innovative-entrepreneurs, from five industries including technology, manufacturing, agriculture, medical, and education. To ensure the entrepreneurs' fall under the classification of innovative-entrepreneurs. The participating entrepreneurs were selected Entrepreneurship-Incubator, Vietnam-Department-of-Business-Registration-Management, and Business-Startup-Support-Centre.
Main Findings: The findings showed that the negotiated-terms, the self-expression of the parties, the negotiation process, and the relationship developed were found to be significant in measuring negotiation performance. Negotiation behaviours, including concern about the personal outcome; concern about others’ outcomes; building relationships; and, emotional expression, were found as having a positive impact on negotiation performance. In contrast, risk-taking negatively affected negotiation outcomes.
Applications: Based on the aforementioned findings, a proposed negotiation-framework of an innovative-entrepreneur in the product launching stage is being developed.
Novelty/Originality of this study: This study brings another view on measuring negotiation performance by applying psychological negotiation outcome elements rather than relying on objective elements only. The significance of each psychological negotiation outcome element is also ordered. The unique advantages and challenges of the launching stage of an innovative entrepreneur are also explored to provide in-depth entrepreneurial knowledge.
Keywords
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References
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Antoncic, B., Bratkovic Kregar, T., Singh, G., & DeNoble, A. F. (2015). The big five personality–entrepreneurship relationship: Evidence from Slovenia. Journal of Small Business Management, 53(3), 819-841. https://doi.org/10.1111/jsbm.12089 DOI: https://doi.org/10.1111/jsbm.12089
Artinger, S., Vulkan, N., & Shem-Tov, Y. (2015). Entrepreneurs’ negotiation behavior. An Entrepreneurship Journal, 44(4), 737-757. https://doi.org/10.1007/s11187-014-9619-8 DOI: https://doi.org/10.1007/s11187-014-9619-8
Aslani, S., Ramirezâ€Marin, J., Brett, J., Yao, J., Semnaniâ€Azad, Z., Zhang, Z. X., Tinsley, C., Weingart, L., Adair, W. (2016). Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. Journal of Organizational Behavior, 37(8), 1178-1201. https://doi.org/10.1002/job.2095 DOI: https://doi.org/10.1002/job.2095
Aula, P., & Mantere, S. (2020). Strategic reputation management: Towards a company of good. Routledge. https://doi.org/10.1201/9781003064558 DOI: https://doi.org/10.1201/9781003064558
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Bizon, W. (2016). Stimulating entrepreneurship by introducing behavioural incentives, propensity to use financial instruments in the context of decision makers' personal characteristics and their financial knowledge in Polish SMEs. Journal of Administrative and Business Studies, 2(6), 270-279. https://doi.org/10.20474/jabs-2.6.2 DOI: https://doi.org/10.20474/jabs-2.6.2
Block, J. H., Fisch, C. O., & Van Praag, M. (2017). The Schumpeterian entrepreneur: A review of the empirical evidence on the antecedents, behaviour and consequences of innovative entrepreneurship. Industry and Innovation, 24(1), 61-95. https://doi.org/10.1080/13662716.2016.1216397 DOI: https://doi.org/10.1080/13662716.2016.1216397
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Cooper, R. G., & Sommer, A. F. (2016). The Agile–Stageâ€Gate hybrid model: A promising new approach and a new research opportunity. Journal of Product Innovation Management, 33(5), 513-526. https://doi.org/10.1111/jpim.12314 DOI: https://doi.org/10.1111/jpim.12314
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Grillitsch, M. (2019). Following or breaking regional development paths: on the role and capability of the innovative entrepreneur. Regional Studies, 53(5), 681-691. https://doi.org/10.1080/00343404.2018.1463436 DOI: https://doi.org/10.1080/00343404.2018.1463436
Gruber, M., & MacMillan, I. C. (2017). Entrepreneurial behavior: A reconceptualization and extension based on identity theory. Strategic Entrepreneurship Journal, 11(3), 271-286. https://doi.org/10.1002/sej.1262 DOI: https://doi.org/10.1002/sej.1262
Haselhuhn, M. P., Wong, E. M., Ormiston, M. E., Inesi, M. E., & Galinsky, A. D. (2014). Negotiating face-to-face: Men's facial structure predicts negotiation performance. The Leadership Quarterly, 25(5), 835-845. https://doi.org/10.1016/j.leaqua.2013.12.003 DOI: https://doi.org/10.1016/j.leaqua.2013.12.003
Herranz, N., Krasa, S., & Villamil, A. P. (2015). Entrepreneurs, risk aversion, and dynamic firms. Journal of Political Economy, 123(5), 1133-1176. https://doi.org/10.1086/682678 DOI: https://doi.org/10.1086/682678
Huang, L., & Knight, A. P. (2017). Resources and relationships in entrepreneurship: An exchange theory of the development and effects of the entrepreneur-investor relationship. Academy of Management Review, 42(1), 80-102. https://doi.org/10.5465/amr.2014.0397 DOI: https://doi.org/10.5465/amr.2014.0397
Jelonek, D. (2015). The role of open innovations in the development of e-entrepreneurship. Procedia Computer Science, 65, 1013-1022. https://doi.org/10.1016/j.procs.2015.09.058 DOI: https://doi.org/10.1016/j.procs.2015.09.058
Johnson, D. R., Scheitle, C. P., & Ecklund, E. H. (2019). Beyond the In-Person Interview? How Interview Quality Varies Across In-person, Telephone, and Skype Interviews. Social Science Computer Review, 23(4), 23-50. 89443931989361. https://doi.org/10.1177/0894439319893612 DOI: https://doi.org/10.1177/0894439319893612
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Lee, K., & Ashton, M. C. (2017). Acquaintanceship and self/observer agreement in personality judgment. Journal of Research in Personality, 70, 1-5. https://doi.org/10.1016/j.jrp.2017.05.001 DOI: https://doi.org/10.1016/j.jrp.2017.05.001
Lopez-Fresno, P., Savolainen, T., & Miranda, S. (2018). Role of Trust in integrative negotiations. Electronic Journal of Knowledge Management, 16(1), 13-22.
Maxwell, A. L., & Lévesque, M. (2014). Trustworthiness: A Critical Ingredient for Entrepreneurs Seeking Investors. Entrepreneurship Theory and Practice, 38(5), 1057-1080. https://doi.org/10.1111/j.1540-6520.2011.00475.x DOI: https://doi.org/10.1111/j.1540-6520.2011.00475.x
McMullan, W. E., & Kenworthy, T. P. (2015). Entrepreneurial Creativity. In Creativity and entrepreneurial performance (pp. 115-135). Springer. https://doi.org/10.1007/978-3-319-04726-3_8 DOI: https://doi.org/10.1007/978-3-319-04726-3_8
Meerts, P., & Vuković, S. (2015). Reputation and Egotiation: The Impact of Self-Image on the Negotiator. In Emotion in group decision and negotiation (pp. 73-99). Springer. https://doi.org/10.1007/978-94-017-9963-8_4 DOI: https://doi.org/10.1007/978-94-017-9963-8_4
Mukherjee, M. K. (2016). The psychology of the successful entrepreneur. https://doi.org/10.24999/IJOAEM/01010004 DOI: https://doi.org/10.24999/IJOAEM/01010004
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