Negotiation Profiles and Concession Patterns

Negotiation literature suggests that negotiators’ behavior depends on their negotiation profile and other aspects such as context, counterpart and prior experience. This study intends to examine the relationship between the profile, concession patterns and other aspects of the negotiations. The results show joint effects of negotiators’ profiles, their gender and negotiation knowledge on their concession pattern and value. We divided the participants into two groups of negotiators, those who made the first offer and those who made the second offers. Group analysis shows significantly different effects for each group.

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