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Negotiations with Interim Contracts
Integrative and Distributive Focus under Time Pressure
Reihe: Betriebswirtschaftliche Schriftenreihe
Bd. 90, 2017, 218 S., 44.90 EUR, 44.90 CHF, br., ISBN 978-3-643-90884-1
Which negotiation strategies are effective under different time pressure conditions? When and how should negotiators focus value creation and claiming? Via context-dependent content analysis these and related questions are investigated experimentally for negotiations with interim contracts. Results suggest several precursors for individual and dyad success: Focusing integration of interests early and symmetrically, claiming value covertly, and aligning on process. Moreover, evidence for behavioral patterns in the form of lock-in, matching and adapting strategy to interim outcomes is gathered.