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The Leverage Effect of Strategic Behavioral Dimensions in Multi-Channel Negotiations

– in englischer Sprache –

Schriftenreihe zum Verhandlungsmanagement, volume 26

Hamburg , 396 pages

ISBN 978-3-339-13976-4 (print) |ISBN 978-3-339-13977-1 (eBook)

About this book englishdeutsch

Within a negotiation a targeted use of negotiation media promises success. Especially negotiation behavior can impact a negotiation significantly. This research examines how behavior in multi-channel negotiations can be applied strategically.

A systematic literature review over a publication period of 30 years identifies the existence and necessity of multi-channel negotiations. The author defines a multi-channel negotiation as consisting of a minimum of two media channels – analog, digital, or both – applied strategically during negotiation phases to convey a negotiation message effectively and efficiently.

Supplementary, it is examined empirically if a strategic behavior impacts effectiveness and efficiency in multi-channel negotiations. For this exploration, the author collected data from 733 international negotiators to assess behavior in channel negotiations in a practical setting.

The evaluation of data in a structural equation model proves that behavior contributes decisively to a more effective and moderately to an efficient negotiation outcome. This positive impact of behavior on effectiveness and efficiency in multi-channel negotiations is highly significant. Depending on the causal relationship, several moderating effects can strengthen the impact of the behavioral dimension or weaken it. Overall, with the augmentation of channels, the importance of behavior in steering channel negotiations increases.

The discoveries of the effects of behavioral dimensions in multi-channel negotiations serve as an essential orientation as no comparable international study exists with this extensive participation of international negotiation experts.

Ihr Werk im Verlag Dr. Kovač

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