serendipitous collected data, he found that negotiators would typically opt for a
distributive bargaining stance and that this is an inexpedient situation, when
comparing the benefits of integrative bargaining with distributive bargaining. He did
although report on self-confessedly serendipitously collected survey data, which only
allows Ramsay (2004) to report on the data and not interpret them from a more
qualitative angle in order to understand how and why the data collected turned out, as
it did. In addition, Ramsay (2004) applied a focal perspective, missing out on important
data from the counterpart’s reactions to the negotiation strategies applied by the focal
firms, which becomes evident later in this paper.