Wan-Jung Lin
ABSTRACT
As making concession is the essential action for reducing the gap between the involved negotiators, the purpose of this study explored the concession triggering factors and their relative influence from both dyadic and interaction-based perspectives based on complete e-negotiation transcripts including the exchanged messages and offers. We found the negotiator's own last offer is the most powerful concession triggering factor and the counterpart's concession is the next one. Further, the integrative information exchange has positive impact, while the distributive information exchange has negative impact. Another significant impact factor is the procedural communication. However, the impact of negotiation time progress was not significant.
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Index Terms
- Concession triggering factors exploration: what are they and what is their relative influence?
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