Negotiation Processes: Empirical Insights

  • Michael FilzmoserEmail author
  • Rudolf Vetschera
  • Sabine T. Koeszegi
Living reference work entry


Negotiation processes can be described and analyzed in three dimensions: a substantive dimension representing the position of the parties in each of the issues being negotiated, a communication dimension referring to the manifest content of communication between parties, and an emotional dimension referring to the emotions of parties that are communicated not only by the manifest communication content but also “between the lines.” These dimensions are also important for empirical studies of negotiation processes. This chapter reviews empirical results on all three process dimensions as well as interdependencies found between the dimenisons of the negotiation process and the outcome of negotiations.


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Copyright information

© Springer Nature Switzerland AG 2020

Authors and Affiliations

  • Michael Filzmoser
    • 1
    Email author
  • Rudolf Vetschera
    • 2
  • Sabine T. Koeszegi
    • 1
  1. 1.Institute for Management ScienceTU WienViennaAustria
  2. 2.Institute for Business Decisions and AnalyticsUniversity of ViennaViennaAustria

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