Analyzing the Multiple Dimensions of Negotiation Processes

Michael Filzmoser (), Patrick Hippmann () and Rudolf Vetschera ()
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Michael Filzmoser: Vienna University of Technology
Patrick Hippmann: University of Vienna
Rudolf Vetschera: University of Vienna

Group Decision and Negotiation, 2016, vol. 25, issue 6, No 5, 1169-1188

Abstract: 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.

Keywords: Negotiation; Process; Utility; Communication; Emotions (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (9)

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DOI: 10.1007/s10726-016-9477-7

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