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Negotiation in Open Innovation: A Literature Review

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.

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Source: adapted from Mehlman et al. (2010)

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Correspondence to Marco Greco.

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Barchi, M., Greco, M. Negotiation in Open Innovation: A Literature Review. Group Decis Negot 27, 343–374 (2018). https://doi.org/10.1007/s10726-018-9568-8

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Keywords

  • Open innovation
  • Negotiation
  • Intellectual property
  • Literature review