Beschreibung
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.
