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Group Decision and Negotiation

, Volume 25, Issue 2, pp 245–265 | Cite as

Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis

  • Rudolf Vetschera
Article
  • 347 Downloads

Abstract

We analyze concession patterns in electronic negotiations using a modified version of the Actor–Partner Interdependence Model (APIM). Our extension of the APIM takes into account that concessions in negotiations can only be evaluated in terms of utilities of the receiving side. We show that actor and partner effects in that model can directly be related to central concepts of negotiation theory such as cooperative versus distributive bargaining tactics and reciprocity. Based on this connection, we formulate hypotheses on the differences of actor and partner effects between successful and failed negotiations. We test these hypotheses on two existing data sets. Results show consistent and strong actor effects, while partner effects are only present in specific settings.

Keywords

Electronic negotiations Concessions Actor–Partner Interdependence Model 

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Copyright information

© Springer Science+Business Media Dordrecht 2015

Authors and Affiliations

  1. 1.Department of Business AdministrationUniversity of ViennaViennaAustria

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