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Negotiation in Open Innovation: A Literature Review

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  • Mario Barchi

    (Leonardo Company S.p.A)

  • Marco Greco

    (University of Cassino and Southern Lazio)

Abstract

Open innovation describes a model of innovation that has gathered increasing consensus both in the literature and among practitioners. Studies on open innovation have shown how organizations can benefit from interaction with other subjects to foster their innovation activities. Somewhat surprisingly, although such interactions entail complex negotiations, very few studies have organically analyzed the role of negotiation from an open innovation perspective, although many of them emphasize its importance in successful collaborations. This article aims to analyze the state of the art on the peculiarities and the critical aspects of negotiation for organizations that adopt the open innovation model. Thus, this article presents a systematic literature review that organizes and discusses the main contributions of 70 relevant manuscripts. Such studies have been classified according to three classes (preparation, bargaining, and other) and eleven subclasses. The article has implications for both practitioners and academics. Indeed, the review allows practitioners to identify the literature that is relevant to their own topics of interest, while the conclusions herein provide academics with recommendations for further research on specific aspects of negotiation and open innovation.

Suggested Citation

  • Mario Barchi & Marco Greco, 2018. "Negotiation in Open Innovation: A Literature Review," Group Decision and Negotiation, Springer, vol. 27(3), pages 343-374, June.
    • Handle: RePEc:spr:grdene:v:27:y:2018:i:3:d:10.1007_s10726-018-9568-8
    DOI: 10.1007/s10726-018-9568-8
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    References listed on IDEAS

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    2. Alon Efrat, 2021. "The Interrelationship Amid Characteristics Of Flexibility And Bargaining Style With The Perceived Value Gained Amongst Negotiators In The Hi-Tech Business Sector Alon Efrat," Review of Economic and Business Studies, Alexandru Ioan Cuza University, Faculty of Economics and Business Administration, issue 27, pages 55-73, June.
    3. Obradović, Tena & Vlačić, Božidar & Dabić, Marina, 2021. "Open innovation in the manufacturing industry: A review and research agenda," Technovation, Elsevier, vol. 102(C).
    4. Eleni N. Arvaniti & Agapi Dima & Chrysostomos D. Stylios & Vagelis G. Papadakis, 2022. "A New Step-by-Step Model for Implementing Open Innovation," Sustainability, MDPI, vol. 14(10), pages 1-17, May.
    5. Jaime Ortiz & Hao Ren & Kei Li & An Zhang, 2019. "Construction of Open Innovation Ecology on the Internet: A Case Study of Xiaomi (China) Using Institutional Logic," Sustainability, MDPI, vol. 11(11), pages 1-17, June.
    6. Grimaldi, Michele & Greco, Marco & Cricelli, Livio, 2021. "A framework of intellectual property protection strategies and open innovation," Journal of Business Research, Elsevier, vol. 123(C), pages 156-164.

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