Joana RothReshaping Negotiations

About this book deutschenglish

In a fast-changing business environment, characterized by technological advances and global crises, companies have faced far-reaching changes in recent years.

Incidents such as pandemics, inflation and commodity crises have created a new normal: Almost all business sectors had to find ways to strategically position themselves competitively in the face of new challenges. As negotiations are a powerful lever for the profitability of companies, flexible and strategic negotiation management is vital in these times.

The COVID-19 pandemic has recently forced many companies to hastily digitize their negotiation processes, often without sufficient preparation or strategic planning. However, understanding and adapting negotiation strategies is crucial to successfully meet the challenges of digitalization and achieve sustainable business results.

This dissertation therefore aims to provide a holistic view of the dynamics of business negotiations in an increasingly digitalized world. In four studies, different aspects of this research field are examined. Study 1 provides an interdisciplinary view of the impact of the COVID-19 pandemic on the behavior of individuals and organizations in business negotiations. The impact of work-from-home settings on negotiation performance and other individual factors is subsequently analyzed (Study 2). In addition, potential behavioral changes, such as the use of unethical tactics due to digital media, are examined (Study 3). Finally, the influence of the business relationship in negotiations conducted via different media channels is examined (Study 4).

The results illustrate that successful digital negotiations require comprehensive adaptations - both technically and in terms of dynamics and ethics. Digitalization not only changes the negotiation medium, but also the dynamics and the use of ethical tactics in a negotiation. Especially in the digital space, negotiations must therefore be strategically planned and built on strong business relationships.