Individualised Training in Negotiation Strategies in Electronic Negotiations

Status: current

Project begin: 01.04.2022

Description

Negotiations are conducted to resolve conflicts that have arisen by consensus. How individuals deal with conflicts depends on their personality, especially their personal negotiation styles. Since negotiators implement the negotiation strategies used individually, it is also challenging for trained negotiators to correctly identify the negotiating styles of the other party.

In order to achieve the best possible result from the negotiation, recognizing and responding to the negotiation styles of the other party is crucial. This project aims to examine the extent to which training can support the recognition and targeted use of negotiation styles.

To achieve the research goal, the Design Science approach is applied as a methodical procedure by determining the implementation of an individual training session in the negotiation context and then evaluating it in the Negoisst system.

Involved persons

• Prof. Dr. Mareike Schoop
• M. Sc. Marlene Meyer

Involved institutions

• Fg. Wirtschaftsinformatik und Intelligente Systeme

Publications in the course of the project

• Taxonomy of Styles, Strategies,and Tactics in E-Negotiations / 2023: Marlene Meyer, Mareike Schoop

• An Explorative Study of the Usage of Negotiation Styles in Higher Education / 2022: Marlene Meyer