Since negotiators do not always manage to achieve mutually accepted agreements, they seek for better techniques to manage their oftentimes high-impact conflicts. Third-party intervention has been in the focus of alternative dispute resolution especially due to its advantages. However, giving up decision-making power to transfer it to people who are not primarily involved is a delicate business for negotiators. Since relinquishing power always comes with a loss of decision-making authority, negotiators expect to gain better outcomes in return. Whether the assumption is justified and if third parties can successfully be used as a strategic instrument in negotiations is the subject of the present work.
SchlagworteArbitrations Contingency model of mediation Drittparteien in Verhandlungen Economics Kontingenzmodell Mediation Negotiation behavior Negotiation experiment Negotiation management Schiedsverfahren Schlichtung Third parties in negotiations Verhandlungsmanagement Verhandlungsverhalten Wirtschaftwissenschaften
Ihr Werk im Verlag Dr. Kovač
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