Show simple item record

Der Einfluss von sozialer Interaktion auf die Qualität von Verhandlungsergebnissen

dc.contributor.advisorTreffenstädt, Christian Dr.
dc.contributor.authorReichhold, Jana
dc.date.accessioned2022-01-04T12:51:21Z
dc.date.available2022-01-11T00:50:08Z
dc.date.issued2022-01-04
dc.identifier.urihttp://hdl.handle.net/21.11130/00-1735-0000-0008-59DA-F
dc.identifier.urihttp://dx.doi.org/10.53846/goediss-9017
dc.language.isodeude
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subject.ddc150de
dc.titleDer Einfluss von sozialer Interaktion auf die Qualität von Verhandlungsergebnissende
dc.typedoctoralThesisde
dc.title.translatedThe influence of social interaction on the quality of negotiation outcomesde
dc.contributor.refereeSchulz-Hardt, Stefan Prof. Dr.
dc.date.examination2021-11-15
dc.description.abstractengPrevious research on negotiation has assumed that social interaction in itself is positively related to the quality of negotiation outcomes. Accordingly, negotiation guidebooks advise to always seek social exchange in order to improve the status quo. In a series of five studies, the influence of social interaction on negotiation results was quantified. This constituted a first-time test of the aforementioned assumption. Across four studies, social interaction led to a significantly higher agreement rate. This effect fell to non-significance when opportunity costs were introduced in the last study. All in all, the work at hand supported the hypothesis that social interaction has a positive impact on the quality of negotiation outcomes.de
dc.contributor.coRefereeHagmayer, York Prof. Dr.
dc.subject.engnegotiationde
dc.subject.engsocial interactionde
dc.subject.engagreement ratede
dc.identifier.urnurn:nbn:de:gbv:7-21.11130/00-1735-0000-0008-59DA-F-7
dc.affiliation.instituteBiologische Fakultät für Biologie und Psychologiede
dc.subject.gokfullPsychologie (PPN619868627)de
dc.description.embargoed2022-01-11
dc.identifier.ppn1784605808


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record