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Communication Quality in Business Negotiations

Author

Listed:
  • Mareike Schoop

    (University of Hohenheim)

  • Frank Köhne

    (University of Hohenheim)

  • Katja Ostertag

    (University of Hohenheim)

Abstract

The quality of a business negotiation process is usually assessed by its economic outcome, e.g. in terms of Pareto efficiency or distance to Nash equilibrium. We argue that this assessment method is insufficient in that it fails to provide a comprehensive analysis of business negotiations. Negotiators engage in highly complex communication tasks, and these communication processes should be analysed along with the outcome in the overall evaluation of a business negotiation. To this end, we will introduce Communication Quality as a new construct for analyzing the negotiation process. Furthermore, it will be argued that Communication Quality itself can affect economic negotiation outcomes both short- and long-term. We will present relevant aspects of Communication Quality, outline a scheme for its operationalisation and measurement, and discuss its probable impacts on business negotiations.

Suggested Citation

  • Mareike Schoop & Frank Köhne & Katja Ostertag, 2010. "Communication Quality in Business Negotiations," Group Decision and Negotiation, Springer, vol. 19(2), pages 193-209, March.
    • Handle: RePEc:spr:grdene:v:19:y:2010:i:2:d:10.1007_s10726-008-9128-8
    DOI: 10.1007/s10726-008-9128-8
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    References listed on IDEAS

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    1. Sirkka L. Jarvenpaa & Dorothy E. Leidner, 1999. "Communication and Trust in Global Virtual Teams," Organization Science, INFORMS, vol. 10(6), pages 791-815, December.
    2. Eva-Maria Pesendorfer & Sabine T. Koeszegi, 2006. "Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode," Group Decision and Negotiation, Springer, vol. 15(2), pages 141-155, March.
    3. Hans Weigand & Mareike Schoop & Aldo de Moor & Frank Dignum, 2003. "B2B Negotiation Support: The Need for a Communication Perspective," Group Decision and Negotiation, Springer, vol. 12(1), pages 3-29, January.
    4. Melvin F. Shakun, 2003. "Right Problem Solving: Doing the Right Thing Right," Group Decision and Negotiation, Springer, vol. 12(6), pages 463-476, November.
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    Cited by:

    1. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
    2. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    3. Andreas Schmid & Mareike Schoop, 2022. "Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning," Group Decision and Negotiation, Springer, vol. 31(3), pages 649-681, June.
    4. Baethge, Caroline, 2016. "Performance in the beauty contest: How strategic discussion enhances team reasoning," Passauer Diskussionspapiere, Betriebswirtschaftliche Reihe B-17-16, University of Passau, Faculty of Business and Economics.
    5. Mareike Schoop & Marije Amelsvoort & Johannes Gettinger & Michael Koerner & Sabine T. Koeszegi & Per Wijst, 2014. "The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?," Group Decision and Negotiation, Springer, vol. 23(2), pages 167-192, March.

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