Communication Quality in Business Negotiations

Mareike Schoop (), Frank Köhne and Katja Ostertag
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Mareike Schoop: University of Hohenheim
Frank Köhne: University of Hohenheim
Katja Ostertag: University of Hohenheim

Group Decision and Negotiation, 2010, vol. 19, issue 2, No 6, 193-209

Abstract: 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.

Keywords: Negotiation; Negotiation evaluation; Negotiation process; Communication process; Communication Quality; Pragmatics; Coherence (search for similar items in EconPapers)
Date: 2010
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Citations: View citations in EconPapers (5)

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DOI: 10.1007/s10726-008-9128-8

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