Tactical Breaks: Deal Killers or Deal Makers?

Herbst,, Voeth,, Schmidt, and Weber,

Die Unternehmung - Swiss Journal of Business Research and Practice, 2018, vol. 72, issue 1, 51-67

Abstract: Although the majority of negotiations are characterized by interruptions, surprisingly little research has been conducted thus far on the breaks in the negotiation process. Despite the fact that former studies focus almost exclusively on how breaks impact on joint outcome and consensual breaks, ours is the first study to focus on individual outcome and unilateral negotiation breaks. Our experiment shows that unilateral breaks affect contract formation positively. Furthermore, since our study reveals significantly better results for break initiators than for break recipients, it also shows that unilateral breaks create a win-lose situation in certain instances.

Date: 2018
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DOI: 10.5771/0042-059X-2018-1-51

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Die Unternehmung - Swiss Journal of Business Research and Practice is currently edited by Prof. Dr. Artur Baldauf, Universität Bern, Prof. Dr. Manfred Bruhn, Universität Basel, Prof. Dr. Pascal Gantenbein, Universität Basel (geschäftsführend), Prof. Dr. Markus Gmür, Universität Fribourg, Prof. Dr. Klaus Möller, Universität St. Gallen, Prof. Dr. Günter Müller-Stewens, Universität St. Gallen, Prof. Dr. Dr. h.c. Margit Osterloh, Universität Zürich, Prof. Dr. Dieter Pfaff, Universität Zürich and Prof. Dr. Martin Wallmeier, Universität Fribourg

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