Negotiation style choice and performance in non-equity business partnerships: An empirical assessment. Business relationships, in general, and non-equity business partnerships, in particular, are increasingly important in accomplishing commercial and community objectives in Australia. While businesses focus on purposefully negotiated agreements to drive the performance of these collaborations, an all too large majority fail. This study will result in theoretical and empirical contributions to ou ....Negotiation style choice and performance in non-equity business partnerships: An empirical assessment. Business relationships, in general, and non-equity business partnerships, in particular, are increasingly important in accomplishing commercial and community objectives in Australia. While businesses focus on purposefully negotiated agreements to drive the performance of these collaborations, an all too large majority fail. This study will result in theoretical and empirical contributions to our understanding of negotiation behaviour and related performance effects in non-equity business partnerships; hence, filling a gap in the literature. The findings will significantly benefit those organisations being involved in partnering by providing recommendations for negotiating these partnerships more effectively; hence, reducing their failure rate and achieving important objectives.Read moreRead less