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Analyzing the Multiple Dimensions of Negotiation Processes

Author

Listed:
  • Michael Filzmoser

    (Vienna University of Technology)

  • Patrick Hippmann

    (University of Vienna)

  • Rudolf Vetschera

    (University of Vienna)

Abstract

Negotiation processes involve a substantive, a communication, and an emotional dimension. These dimensions have been analyzed mainly in isolation of each other. We introduce an approach to consider all three dimensions and present an empirical study on the relations between these dimensions. Results indicate a strong linkage between communication behavior and emotions, while connections to the substantive dimension of the negotiation process are weaker.

Suggested Citation

  • Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    • Handle: RePEc:spr:grdene:v:25:y:2016:i:6:d:10.1007_s10726-016-9477-7
    DOI: 10.1007/s10726-016-9477-7
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    References listed on IDEAS

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    Cited by:

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    2. Katrin Zulauf & Ralf Wagner, 2023. "Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm," SN Operations Research Forum, Springer, vol. 4(1), pages 1-20, March.
    3. Rosalie Callway & Helen Pineo & Gemma Moore, 2020. "Understanding the Role of Standards in the Negotiation of a Healthy Built Environment," Sustainability, MDPI, vol. 12(23), pages 1-26, November.
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    5. Franco, L. Alberto & Hämäläinen, Raimo P. & Rouwette, Etiënne A.J.A. & Leppänen, Ilkka, 2021. "Taking stock of behavioural OR: A review of behavioural studies with an intervention focus," European Journal of Operational Research, Elsevier, vol. 293(2), pages 401-418.
    6. Katharina Burger & Leroy White & Mike Yearworth, 2018. "Why so Serious? Theorising Playful Model-Driven Group Decision Support with Situated Affectivity," Group Decision and Negotiation, Springer, vol. 27(5), pages 789-810, October.
    7. William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
    8. Christoph Laubert & Jennifer Parlamis, 2019. "Are You Angry (Happy, Sad) or Aren’t You? Emotion Detection Difficulty in Email Negotiation," Group Decision and Negotiation, Springer, vol. 28(2), pages 377-413, April.
    9. Lenz, Annika & Kaya, Muhammed & Melzer, Philipp & Schmid, Andreas & Witt, Josepha & Schoop, Mareike, 2019. "Data quality and information loss in standardised interpolated path analysis: Quality measures and guidelines," Hohenheim Discussion Papers in Business, Economics and Social Sciences 08-2019, University of Hohenheim, Faculty of Business, Economics and Social Sciences.

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