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Negotiation Processes: Empirical Insights

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Handbook of Group Decision and Negotiation

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Abstract

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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Authors and Affiliations

  1. Institute for Management Science, TU Wien, Vienna, Austria

    Michael Filzmoser & Sabine T. Koeszegi

  2. Institute for Business Decisions and Analytics, University of Vienna, Vienna, Austria

    Rudolf Vetschera

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  1. Michael Filzmoser
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  2. Rudolf Vetschera
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  3. Sabine T. Koeszegi
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Correspondence to Michael Filzmoser .

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Editors and Affiliations

  1. Wilfrid Laurier University Dept. Mathematics, Waterloo, ON, Canada

    D. Marc Kilgour

  2. University of Strathclyde Strathclyde Business School, Glasgow, UK

    Colin Eden

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Filzmoser, M., Vetschera, R., Koeszegi, S.T. (2020). Negotiation Processes: Empirical Insights. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12051-1_60-1

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  • DOI: https://doi.org/10.1007/978-3-030-12051-1_60-1

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