Abstract
Negotiation is a critical yet often overlooked component of entrepreneurship in general and throughout the creation of new ventures in particular: While in the early stages of a venture entrepreneurs typically need to negotiate with varied external actors to ensure funding and support critical for their survival and growth, research on the topic remains fragmented and underdeveloped. Existing literature tends to treat negotiation superficially and as a routine task or prescribes idealized models, rather than exploring how it unfolds and can be managed in practice. To address this gap, we conducted a systematic review of 402 articles from entrepreneurship and negotiation research, and in-depth analysed 70 of them. We synthesize research insights across four key dimensions: negotiation parties, processes, contexts, and outcomes. Building on this analysis, we propose an integrative framework, various research propositions and a future research agenda.