Beschreibung
Which negotiation strategies are effective under different time pressure conditions? When and how should negotiators focus value creation and claiming? Using context-dependent content analysis, these and related questions are investigated experimentally for negotiations with interim contracts. Results suggest several precursors for individual and dyad success: Focusing integration of interests early and symmetrically, claiming value covertly, and aligning on process. Also, evidence for behavioral patterns in the form of lock-in, matching and adapting strategy to interim outcomes is gathered.
Herstellerkennzeichnung:
Lit Verlag
Fresnostraße 2
48159 Münster
DE
E-Mail: lit@lit-verlag.de
