Rethinking entrepreneurial negotiation: from isolated episodes to a processual framework

Abstract

Purpose This paper addresses fragmentation in entrepreneurial negotiation research by developing a conceptual framework that shifts the focus from isolated negotiation episodes to a longitudinal perspective across the entrepreneurial journey, where entrepreneurs function as central negotiators connecting multiple stakeholders. Design/methodology/approach The paper employs a theory-centred systematic literature review of 70 papers. Iterative thematic analysis systematises the results and supports the development of propositions for a conceptual framework. Findings The study develops the Entrepreneurial Negotiation Linkage framework, which identifies three mechanisms connecting negotiations temporally and laterally across negotiation parties, processes, and outcomes. First, the entrepreneur's link-pin role integrates actors across internal and external interactions. Second, cognitive, emotional, and perceptual residues shape these processes over time. Third, negotiation outcomes function as iterative inputs that restructure conditions for subsequent episodes. Originality/value This paper extends entrepreneurship literature by conceptualising negotiation as a continuous, path-dependent stream of entrepreneurial action rather than a discrete bargaining episode. It also shows how turning points can redirect negotiation trajectories under conditions of uncertainty and time pressure during venture creation.