Analyzing the Multiple Dimensions of Negotiation Processes

被引：0
|
作者：
Michael Filzmoser
Patrick Hippmann
Rudolf Vetschera
机构：
[1] Vienna University of Technology,Institute of Management Science
[2] University of Vienna,Department of Business Administration
来源：
Group Decision and Negotiation | 2016年 / 25卷
关键词：
Negotiation; Process; Utility; Communication ; Emotions;
D O I：
暂无
中图分类号：
学科分类号：
摘要：
Negotiation processes involve a substantive, a communication, and an emotional dimension. These dimensions have been analyzed mainly in isolation of each other. We introduce an approach to consider all three dimensions and present an empirical study on the relations between these dimensions. Results indicate a strong linkage between communication behavior and emotions, while connections to the substantive dimension of the negotiation process are weaker.
引用
收藏
页码：1169 / 1188
页数：19
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