Tom Huhnke Essays on the influence of frame conditions in business negotiations

About this book

Volatile markets, global disruptions, and the rapid rise of digital communication have transformed modern negotiations into highly complex decision arenas. Today, outcomes are shaped not only by strategic skill but by the psychological and structural conditions under which negotiators operate. Yet these frame conditions remain underexplored in negotiation research.

This dissertation closes that gap. Across four empirical studies, it reveals how subtle shifts in context can significantly alter negotiation behavior and results. It shows how positive expectation disconfirmation can increase offer acceptance, how deadlines reshape competitive dynamics in claim negotiations, how concession strategies must be redesigned for effective chatbot–human interactions, and how structural biases drive inefficiencies in the European football transfer market.

By integrating behavioral economics, negotiation theory, and data-driven market analysis, the work offers a fresh perspective on how both subjective and objective frames influence decision-making long before any agreement is signed. It provides scholars and practitioners with actionable insights into shaping negotiation environments more strategically, whether in B2B settings, digital negotiation systems, or high-stakes transaction markets.