Skip to main content
SpringerLink
Log in

Conflicts and Negotiations in the Intergenerational Succession of Family Firms: A Literature Review

  • Chapter
  • First Online:
Book cover The Anatomy of Entrepreneurial Decisions

Part of the book series: Contributions to Management Science ((MANAGEMENT SC.))

Abstract

This chapter intends to stimulate a serious debate on the topic of conflict in family businesses and the theory of negotiation as a tool to resolve these conflicts. The methodology is based on the survey of the main literature on these topics. Although both literatures on conflict management and family business are highly developed, scholars and researchers have not yet deepened several areas of specific conflicts emerging in family businesses. Thus, the two filed are not yet fully integrated, showing a potential for future research avenues. We then propose a research agenda identifying the issues and research gaps that should be explored by researchers to reach a deeper understanding on conflict resolution in family businesses.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 84.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 109.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 109.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Alderson, K. (2015). Conflict management and resolution in family-owned businesses. Journal of Family Business Management, 5(2), 140–146. https://doi.org/10.1108/JFBM-08-2015-0030

    Article  Google Scholar 

  • Anderson, R. C., & Reeb, D. M. (2003). Founding-family ownership and firm performance: Evidence from the S&P 500. The Journal of Finance, 58(3), 1301–1328. http://www.jstor.org/stable/3094581

    Article  Google Scholar 

  • Argyris, C. (1984). ‘Reasoning, learning, and action: Individual and organizational’, San Francisco: Jossey-Bass, 1982. Organization Studies, 5(3), 283–284. https://doi.org/10.1177/017084068400500316

    Article  Google Scholar 

  • Astrachan, J. H., Klein, S. B., & Smyrnios, K. X. (2002). The F-PEC scale of family influence: A proposal for solving the family business definition problem1. Family Business Review, 15(1), 45–58. https://doi.org/10.1111/j.1741-6248.2002.00045.x

    Article  Google Scholar 

  • Barbera, F., et al. (2015). The relevance of a whole-person learning approach to family business education: Concepts, evidence, and implications. Academy of Management Learning & Education, 14(3), 322–346. https://doi.org/10.5465/amle.2014.0233

    Article  Google Scholar 

  • Barile, S. (2009). Management sistemico vitale. Torino: Giappichelli.

    Google Scholar 

  • Barney, J. (1991). Firm resources and sustained competitive advantage’. Journal of Management, 17(1), 99–120. https://doi.org/10.1177/014920639101700108

    Article  Google Scholar 

  • Barney, J. B. (2006). Risorse, competenze e vantaggi competitivi. In Manuale di strategia aziendale. Roma: Carocci Editore.

    Google Scholar 

  • Baron, R. A. (1991). Positive effects of conflict: A cognitive perspective. Employee Responsibilities and Rights Journal, 4(1), 25–36. https://doi.org/10.1007/BF01390436

    Article  Google Scholar 

  • Blake, R. R., & Mouton, J. S. (1964). The managerial grid. Houston TX: Gulf Pub.

    Google Scholar 

  • Bonti, M. (2012). Una, nessuna e centomila. Varietà dei percorsi di sviluppo nelle piccole e medie imprese. Milano: Franco Angeli.

    Google Scholar 

  • Bonti, M., & Cori, E. (2011). La longevità delle PMI familiari: riflessioni teoriche ed evidenze empiriche. ImpresaProgetto - Electronic Journal of Management, 2, 1–27.

    Google Scholar 

  • Bonti, M., & Cori, E. (2012). Organizzazione e competenze nelle imprese famigliari. In L. Del Bene, G. Liberatore, & N. Lattanzi (Eds.), Aziende famigliari e longevità economica. Milano: Ipsoa.

    Google Scholar 

  • Borheim, S. (2006). In P. A. Havnes & A. Haahti (Eds.), The family business ecology: A new framework.

    Google Scholar 

  • Boyatzis, R. E. (1982). The competent manager. A model for effective performance. New York: Wiley.

    Google Scholar 

  • Cabrera-Suárez, K., De Saá-Pérez, P., & García-Almeida, D. (2001). The succession process from a resource- and knowledge-based view of the family firm. Family Business Review, 14(1), 37–46. https://doi.org/10.1111/j.1741-6248.2001.00037.x

    Article  Google Scholar 

  • Caputo, A. (2011). Il ruolo delle terze parti nelle negoziazioni tra imprese: evidenze dal caso Fiat-Chrysler. Sviluppo & Organizzazione, 242, 16–31.

    Google Scholar 

  • Caputo, A. (2013). A literature review of cognitive biases in negotiation processes. International Journal of Conflict Management, 24(4), 374–398.

    Article  Google Scholar 

  • Caputo, A., & Zarone, V. (2019). Uscio e Bottega: An exploratory study on conflict management and negotiation during family business succession in Tuscany. World Review of Entrepreneurship, Management and Sustainable Development, 15(1/2), 202–225.

    Google Scholar 

  • Carnevale, P. J., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of Psychology, 43(1), 531–582. https://doi.org/10.1146/annurev.ps.43.020192.002531

    Article  Google Scholar 

  • Ceccanti, G. (1962). Gli Scambi d’Impresa. Pisa: Cursi.

    Google Scholar 

  • Chrisman, J. J., Kellermanns, F. W., Chan, K. C., & Liano, K. (2010). Intellectual foundations of current research in family business: An identification and review of 25 influential articles. Family Business Review, 23(1), 9–26.

    Article  Google Scholar 

  • Chua, J. H., Chrisman, J. J., & Sharma, P. (1999). Defining the family business by behavior. Entrepreneurship Theory and Practice, 23(4), 19–39.

    Article  Google Scholar 

  • Corbetta, G. (1995). Le imprese familiari: caratteri originali, varietà e condizioni di sviluppo. Milano: Egea.

    Google Scholar 

  • Cori, E., & Bonti, M. (2014). Handling knowledge through entrepreneurial generations: Lessons from long-lived family SMES. Piccola Impresa Small Business, 3, 17–38.

    Google Scholar 

  • Cyert, R. M., & March, J. G. (1963). A behavioral theory of the firm. Malden: Blackwell.

    Google Scholar 

  • Daspit, J. J., Holt, D. T., Chrisman, J. J., & Long, R. G. (2015). Examining family firm succession from a social exchange perspective: A multiphase, multistakeholder review. Family Business Review, 29(1), 44–64.

    Article  Google Scholar 

  • Davis, P. S., & Harveston, P. D. (1998). The influence of family on the family business succession process: A multigenerational perspective. Entrepreneurship Theory and Practice, 22(3), 31–49.

    Article  Google Scholar 

  • Del Bene, L. (2005). Aziende familiari: tra imprenditorialità e managerialità. Torino: Giappichelli.

    Google Scholar 

  • Della Piana, B., & Testa, M. (2009). L’efficacia dei processi di negoziazione cross-cultural nei business internazionali. Sviluppo & Organizzazione, 235, 40–59.

    Google Scholar 

  • Dyer, W. G. (1986). Cultural change in family firms: Anticipating and managing business and family transitions. San Francisco: Jossey-Bass.

    Google Scholar 

  • Dyer, W. G. (2006). Examining the “family effect” on firm performance. Family Business Review, 19(4), 253–273.

    Article  Google Scholar 

  • Eddleston, K., & Kellermanns, F. W. (2007). Destructive and productive family relationships: A stewardship theory perspective. Journal of Business Venturing, 22(4), 545–565.

    Article  Google Scholar 

  • Ellström, P. E. (1997). The many meanings of occupational competence and qualification. Journal of European Industrial Training, 21(6/7), 266–273.

    Article  Google Scholar 

  • Fisher, R., & Ury, W. (1981). Getting to yes. Negotiating agreement without giving in. London, UK: Penguin.

    Google Scholar 

  • Fisher, R., Ury, W., & Patton, B. (1991). Getting to yes: Negotiating agreement without giving in. New York: Penguin.

    Google Scholar 

  • Garrone, N. (1914). La Scienza del Commercio. Organizzazione del Commercio, vol. I. Milano: Vallardi.

    Google Scholar 

  • Gatti, C. (2008). Le Negoziazioni nel Governo dell’Impresa. Verso un Modello di Analisi. Padova: Cedam.

    Google Scholar 

  • George, B., Erikson, T., & Parhankangas, A. (2016). Preventing dysfunctional conflict: Examining the relationship between different types of managerial conflict in venture capital-backed firms. Venture Capital, 18(4), 279–296.

    Article  Google Scholar 

  • Gersick, K., Davis, J., McCollom, M., & Lansberg, I. (1997). Generation to generation. Boston: Harvard.

    Google Scholar 

  • Giaretta, E. (2014). Vitalità e longevità d’impresa. Torino: Giappichelli.

    Google Scholar 

  • Gulliver, P. H. (1979). Disputes and negotiations: A cross cultural perspective. New York: Academic.

    Google Scholar 

  • Habbershon, T. G., & Williams, M. L. (1999). A resource-based framework for assessing the strategic advantages of family firms. Family Business Review, 12(1), 1–25. https://doi.org/10.1111/j.1741-6248.1999.00001.x

    Article  Google Scholar 

  • Habbershon, T. G., Williams, M., & MacMillan, I. C. (2003). A unified systems perspective of family firm performance. Journal of Business Venturing, 18(4), 451–465. https://doi.org/10.1016/S0883-9026(03)00053-3

    Article  Google Scholar 

  • Handler, W. C. (1990). Succession in family firms: A mutual role adjustment between entrepreneur and next-generation family members. Entrepreneurship Theory and Practice, 15(1), 37–52. https://doi.org/10.1177/104225879001500105

    Article  Google Scholar 

  • Handler, W. C. (1992). The succession experience of the next generation. Family Business Review, 5(3), 283–307. https://doi.org/10.1111/j.1741-6248.1992.00283.x

    Article  Google Scholar 

  • Handler, W. C. (1994). Succession in family business: A review of the research. Family Business Review, 7(2), 133–157. https://doi.org/10.1111/j.1741-6248.1994.00133.x

    Article  Google Scholar 

  • Harvey, M., & Evans, R. E. (1994). Family business and multiple levels of conflict. Family Business Review, 7(4), 331–348. https://doi.org/10.1111/j.1741-6248.1994.00331.x

    Article  Google Scholar 

  • Jehn, K. (1992). The impact of intragroup conflict oneffectiveness: A multimethod examination of the benefits and detriments of conflict. Unpublished doctoral dissertation, Northwestern University Graduate School of Management, Evanston, IL.

    Google Scholar 

  • Jehn, K. (1994). Enhancing effectiveness: An investigation of advantages and disadvantages of value-based intragroup conflict. International Journal of Conflict Management, 5(3), 223–238.

    Article  Google Scholar 

  • Jehn, K. A. (1995). A multimethod examination of the benefits and detriments of intragroup conflict. Administrative Science Quarterly., 40(2), 256–282. https://doi.org/10.2307/2393638

    Article  Google Scholar 

  • Jehn, K. A. (1997a). A qualitative analysis of conflict types and dimensions in organizational groups. Administrative Science Quarterly, 42(3), 530–557. https://doi.org/10.2307/2393737

    Article  Google Scholar 

  • Jehn, K. A. (1997b). Affective and cognitive conflict in work groups: Increasing performance through value-based intragroup conflict. In D. Dreu & E. Van de Vliert (Eds.), Using conflict in organizations. London: Sage.

    Google Scholar 

  • Jehn, K. A., & Bendersky, C. (2003). Intragroup conflict in organizations: A contingency perspective on the conflict-outcome relationship. Research in Organizational Behavior, 25, 187–242. https://doi.org/10.1016/S0191-3085(03)25005-X

    Article  Google Scholar 

  • Jehn, K. A., & Mannix, E. A. (2001). The dynamic nature of conflict: A longitudinal study of intragroup conflict and group performance. Academy of management journal, 44(2), 238–251.

    Article  Google Scholar 

  • Kaye, K., & McCarthy, C. (1996, Autumn). Healthy disagreements. Family Business, 71–72.

    Google Scholar 

  • Kellermanns, F. W., & Eddleston, K. (2004). Feuding families: When conflict does a family firm good. Entrepreneurship Theory Practice, 28(3), 209–228.

    Article  Google Scholar 

  • Kellermanns, F. W., & Eddlseton, K. (2006). A family perspective on when conflict benefits family performance. Journal of Business Research, 60(10), 1048–1057.

    Article  Google Scholar 

  • Kellermanns, F. W., & Floyd, S. (2005). Strategic consensus and constructive confrontation: Unifying forces in the resource accumulation process. In S. Floyd, J. Ross, C. Jacobs, & F. W. Kellermanns (Eds.), Innovating strategy process. Oxford: Blackwell.

    Google Scholar 

  • Kets de Vries, M. (1996). Family business. London: International Thompson.

    Google Scholar 

  • Kets de Vries, M., & Miller, D. (1984). The neurotic organization. San Francisco: Jossey-Bass.

    Google Scholar 

  • Kets de Vries, M., & Miller, D. (1987). Unstable at the top. New York: NAL.

    Google Scholar 

  • Kotlar, J., & De Massis, A. (2013). Goal setting in family firms: Goal diversity, social interactions, and collective commitment to family-centered goals. Entrepreneurship Theory and Practice, 37(6), 1263–1288.

    Article  Google Scholar 

  • Kraatz, M. S., & Zajac, E. J. (2001). How organizational resources affect strategic change and performance in turbulent environments: Theory and evidence. Organization Science, 12(5), 632–657.

    Article  Google Scholar 

  • Lambrecht, J., & Naudts, W. (2008). Overview of family business relevant issues. Austrian Institute for SME Research on behalf of the European Commission.

    Google Scholar 

  • Lansberg, I. (1983). Managing human resources in family firms: The problem of institutional overlap. Organizational Dynamics, 12, 39–46.

    Article  Google Scholar 

  • Lansberg, I. (1999). Succeeding generations. Boston: Harvard.

    Google Scholar 

  • Lax, D. A., & Sebenius, J. K. (1986). Saper Negoziare: Strategie e Tattiche del Manager Eccellente per Contrattare in Modo Cooperativo e Competitivo. Varese: Sperling & Kupfer Editori.

    Google Scholar 

  • Le Boterf, G. (1994). De la compétence. Essai sur un attracteur étrange. Paris: Éditions d’Organisation.

    Google Scholar 

  • Lee, M. S., & Rogoff, E. G. (1996). Comparison of small businesses with family participation versus small businesses without family participation: An investigation of differences in goals, attitudes, and family/business conflict. Family Business Review, 9(4), 423–437.

    Article  Google Scholar 

  • Levinson, H. (1971). Conflicts that plague family businesses. Harvard Business Review, 134–135.

    Google Scholar 

  • Lévy-Leboyer, C. (2009). La gestion des compétences. Paris: Éditions d’Organisation.

    Google Scholar 

  • Lewicki, R. J., & Litterer, J. A. (1985). Negotiation. Richard D. Homewood: Irwin.

    Google Scholar 

  • Lewicki, R. J., Hiam, A., & Olander, K. W. (1996). Think before you speak: A complete guide to strategic negotiation. Hoboken, NJ: Wiley.

    Google Scholar 

  • Lewicki, R. J., Saunders, D., & Barry, B. (2014). Negotiation (7th ed.). New York: McGraw Hill.

    Google Scholar 

  • Litz, R. A. (1995). The family business: Toward definitional clarity. Family Business Review, 8(2), 71–81.

    Article  Google Scholar 

  • Mandl, I. (2008). Overview of family business relevant issues. Austrian Institute for SME Research on behalf of the European Commission.

    Google Scholar 

  • March, J. G., Ghepardi, S., & Cimmino, S. (1993). Decisioni e organizzazioni. Bologna: Il Mulino.

    Google Scholar 

  • Martínez, J. I., Stöhr, B. S., & Quiroga, B. F. (2007). Family ownership and firm performance: Evidence from public companies in Chile. Family Business Review, 20(2), 83–94.

    Article  Google Scholar 

  • Mayer, B. (1987). The dynamics of power in mediation and negotiation. Mediation Quarterly, 16, 75–86.

    Article  Google Scholar 

  • Mazzola, P., Marchisio, G., & Astrachan, J. (2008). Strategic planning in family business: A powerful developmental tool for the next generation. Family Business Review, 21(3), 239–258.

    Article  Google Scholar 

  • McCann, J. E., Leon-Guerrero, A. Y., & Haley, J. D. (2001). Strategic goals and practices of innovative family businesses. Journal of Small Business Management, 39(1), 50–59.

    Article  Google Scholar 

  • Meignant, A. (2009). Manager la formation. Paris: Edition Liaisons.

    Google Scholar 

  • Miller, D. (1991). Stale in the saddle: CEO tenure and the match between organization and environment. Management Science, 37(1), 34–52. https://doi.org/10.1287/mnsc.37.1.34

    Article  Google Scholar 

  • Miller, D. (1993). Some organizational consequences CEO succession. The Academy of Management Journal, 36(3), 644–659. https://doi.org/10.2307/256597

    Article  Google Scholar 

  • Miller, D., Steierb, L., & Le Breton-Miller, I. (2003). Lost in time: Intergenerational succession, change, and failure in family business. Journal of Business Venturing, 18, 513–531.

    Article  Google Scholar 

  • Miller, D., Le Breton-Miller, I., & Scholnick, B. (2008). Stewardship vs. stagnation: An empirical comparison of small family and non-family businesses. Journal of Management Studies, 45(1), 51–78.

    Google Scholar 

  • Moore, C. W. (2014). The mediation process: Practical strategies for resolving conflict. Somerset, NJ: Wiley.

    Google Scholar 

  • Morris, M., Williams, R., Allen, J., & Avila, R. (1997). Correlates of success in family business transitions. Journal of Business Venturing, 12(5), 385–401.

    Article  Google Scholar 

  • Neuberg, F., & Lank, A. G. (1998). The family business: Its governance for sustainability. London: Macmillan.

    Google Scholar 

  • Nonaka, I. (1991). The knowledge creating company. Harvard Business Review, 69(6), 96–104.

    Google Scholar 

  • Nonaka, I. (1994). A dynamic theory of organizational knowledge creation. Organization Science, 5(1), 14–37.

    Article  Google Scholar 

  • Normann, R. (1979). Le condizioni di sviluppo dell’impresa. Milano: Etas.

    Google Scholar 

  • Ogliastri, E., & Quintanilla, C. (2016). Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives’ perceptions. Journal of Business Research, 69(2), 452–458.

    Article  Google Scholar 

  • Parhankangas, A., & Landström, H. (2004). Responses to psychological contract violations in the venture capitalist-entrepreneur relationship: An exploratory study. Venture Capital: An International Journal of Entrepreneurial Finance, 6(4), 217–242.

    Article  Google Scholar 

  • Penrose, E. (1959). The theory of the growth of the firm. Oxford: Blackwell.

    Google Scholar 

  • Peteraf, M. A. (1993). The cornerstones of competitive advantage: A resource-based view. Strategic Management Journal, 14(3), 179–191.

    Article  Google Scholar 

  • Pinkley, R. L. (1990). Dimensions of conflict frame: Disputant interpretations of conflict. Journal of Applied Psychology, 75(2), 117.

    Article  Google Scholar 

  • Pinkley, R. L., & Northcraft, G. B. (1994). Conflict frames on references: Implications for disputes processes and outcomes. Academy of Management Journal, 37(1), 193–205.

    Article  Google Scholar 

  • Porter, M. (2001). Strategia e competizione: come creare, sostenere e difendere il vantaggio competitivo di imprese e nazioni. Milano: Il Sole 24 Ore.

    Google Scholar 

  • Pruitt, D. G. (1981). Negotiation behavior. New York: Academic.

    Google Scholar 

  • Pruitt, D. G., & Kressel, K. (1985). The mediation of social conflict: An introduction. Journal of Social Issues, 41, 1–10.

    Article  Google Scholar 

  • Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, impasse, and resolution. Reding, MA: Addision-Wesley.

    Google Scholar 

  • Putman, L. L. (1994). Productive conflict: Negotiation as implicit coordination. International Journal of Conflict Management, 9, 285–299.

    Google Scholar 

  • Raiffa, H. (1982). The art and science of negotiation: How to resolve conflicts and get the best out of bargaining. Cambridge, MA: Harvard University Press.

    Google Scholar 

  • Rossato, C. (2013). Longevità d’impresa e costruzione del futuro. Torino: Giappichelli.

    Google Scholar 

  • Rubin, J. Z., & Brown, B. R. (1975). The social psychology of bargaining and negotiation. New York: Academic.

    Google Scholar 

  • Rubin, J. Z., Pruitt, D. G., & Kim, S. H. (1994). Social conflict: Escalation, stalemate, and settlement. New York: McGraw-Hill.

    Google Scholar 

  • Rumelt, R. P. (1984). Towards a strategic theory of the firm. In R. B. Lamb (Ed.), Competitive strategic management. New Jersey: Englewood Cliffs.

    Google Scholar 

  • Schulze, W. S., Lubatkin, M. H., Dino, R. N., & Buchholtz, A. K. (2001). Agency relationships in family firms: Theory and evidence. Organization Science, 12(2), 99–116.

    Article  Google Scholar 

  • Sebenius, J. K. (1983). Negotiation arithmetic: Adding and subtracting issues and parties. International Organization, 37(2), 281–316.

    Article  Google Scholar 

  • Sebenius, J. K. (1992). Negotiation analysis: A characterization and review. Management Science, 38(1), 18–38.

    Article  Google Scholar 

  • Sharma, P., Chrisman, J. J., & Chua, J. H. (1996). A review and annotated bibliography of family business studies. Boston: Kluwer Academic.

    Book  Google Scholar 

  • Shepherd, D. A., & Zacharakis, A. (2000). Structuring family business succession: An analysis of the future leader’s decision making. Entrepreneurship Theory and Practice, 24(4), 25–39.

    Article  Google Scholar 

  • Simon, H. A. (1957). Administrative behavior. New York: MacMillan.

    Google Scholar 

  • Spencer, L. M., & Spencer, S. M. (1993). Competenza nel lavoro. Milano: Franco Angeli.

    Google Scholar 

  • Stalk, G., & Foley, H. (2012, January–February). Avoid the traps that can destroy family businesses. Harvard Business Review, 90(1/2), 25–27.

    Google Scholar 

  • Stavrou, E. T. (1999). Succession in family businesses: Exploring the effects of demographic factors on offspring intentions to join and take over the business. Journal of Small Business Management, 37(3), 43–61.

    Google Scholar 

  • Tanguy, L. (1998). Definitions et usages de la notion de compétence. In A. Supiot (Ed.), Le travail en perspectives (pp. 545–562). Paris: LDGD.

    Google Scholar 

  • Teece, D., & Pisano, G. (1994). The dynamic capabilities of firms: An introduction. Industrial and Corporate Change, 3(3), 537–556.

    Article  Google Scholar 

  • Thomas, K. W. (1976). Conflict and conflict management. In M. D. Dunnette (Ed.), Handbook in industrial and organizational psychology. Chicago: Rand McNally.

    Google Scholar 

  • Tjosvold, D. (1991). Rights and responsibilities of dissent: Cooperative conflict. Employee Responsibilities and Rights Journal, 4(1), 13–23.

    Article  Google Scholar 

  • Wall, V. D., Galanes, G. J., & Love, S. B. (1987). Small, task-oriented groups: Conflict, conflict management, satisfaction, and decision quality. Small Group Behaviour, 18(1), 31–55.

    Article  Google Scholar 

  • Ward, J. L. (1997). Keeping the family business healthy: How to plan for continuing growth, profitability and Family Leadership. Marietta, GA: Business Owner Resources.

    Google Scholar 

  • Weick, K. E. (1995). Sensemaking in organizations. London: Sage.

    Google Scholar 

  • Wernerfelt, B. (1984). A resource-based view of the firm. Strategic Management Journal, 5, 171–180.

    Article  Google Scholar 

  • White, S. B., & Neale, M. A. (1991). Reservation prices, resistance points, and BATNAs: Determining the parameters of acceptable negotiated outcomes. Negotiation Journal, 7(4), 379–388. https://doi.org/10.1111/j.1571-9979.1991.tb00633.x

    Article  Google Scholar 

  • Zacharakis, A., Erikson, T., & George, B. (2010). Conflict between the VC and entrepreneur: The entrepreneur’s perspective. Venture Capital, 12(2), 109–126.

    Article  Google Scholar 

  • Zartman, I. W. (1977). Negotiation as a joint decision-making process. Journal of Conflict Resolution, 21(4), 619–638.

    Article  Google Scholar 

  • Zimmerman, B. (2000). Logiques de compétences et dialogue social. Travail et Emploi, 84, 5–18.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Lincoln International Business School, University of Lincoln, Lincoln, UK

    Andrea Caputo

  2. Management and Law Department, University of Rome “Tor Vergata”, Rome, Italy

    Massimiliano M. Pellegrini

  3. Dipartimento di Giurisprudenza, Economia e Scienze Umane, University ‘Mediterranea’ of Reggio Calabria, Reggio Calabria, Italy

    Giuseppe Valenza

  4. Dipartimento di Economia e Management, University of Pisa, Pisa, Italy

    Vincenzo Zarone

Authors
  1. Andrea Caputo
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Massimiliano M. Pellegrini
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Giuseppe Valenza
    View author publications

    You can also search for this author in PubMed Google Scholar

  4. Vincenzo Zarone
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Andrea Caputo .

Editor information

Editors and Affiliations

  1. International Business School, University of Lincoln, Lincoln, UK

    Andrea Caputo

  2. Management and Law Department, University of Rome “Tor Vergata”, Rome, Italy

    Massimiliano M. Pellegrini

Rights and permissions

Reprints and permissions

Copyright information

© 2019 Springer Nature Switzerland AG

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Caputo, A., Pellegrini, M.M., Valenza, G., Zarone, V. (2019). Conflicts and Negotiations in the Intergenerational Succession of Family Firms: A Literature Review. In: Caputo, A., Pellegrini, M.M. (eds) The Anatomy of Entrepreneurial Decisions. Contributions to Management Science. Springer, Cham. https://doi.org/10.1007/978-3-030-19685-1_7

Download citation

Publish with us

Policies and ethics

Search

Navigation