1.Institute of Management Science,Vienna University of Technology,Wien,Austria;2.Department of Business Administration,University of Vienna,Wien,Austria
Abstract:
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.
