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Impact of Negotiators’ Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations

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Group Decision and Negotiation in an Uncertain World (GDN 2018)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 315))

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Abstract

This study uses the Thomas-Kilmann Instrument (TKI) to analyze the negotiators’ predispositions in handling conflicts in online negotiations. It explores the impacts of the individual predispositions on the negotiation processes and outcomes. The results show that TKI scores are significantly related to both the efforts that the negotiators put in their negotiation activities and the achieved agreements. The results also show that the various compositions of individual predispositions in dyadic negotiations can lead to different results.

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Author information

Authors and Affiliations

  1. Rowe School of Business, Dalhousie University, Halifax, Canada

    Bo Yu

  2. J. Molson School of Business, Concordia University, Montreal, Canada

    Gregory E. Kersten

Authors
  1. Bo Yu
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  2. Gregory E. Kersten
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Correspondence to Bo Yu .

Editor information

Editors and Affiliations

  1. Nanjing University of Aeronautics and Astronautics, Nanjing, China

    Ye Chen

  2. Concordia University, Montreal, QC, Canada

    Gregory Kersten

  3. University of Vienna, Vienna, Austria

    Rudolf Vetschera

  4. Nanjing University of Aeronautics and Astronautics, Nanjing, Jiangsu, China

    Haiyan Xu

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Yu, B., Kersten, G.E. (2018). Impact of Negotiators’ Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations. In: Chen, Y., Kersten, G., Vetschera, R., Xu, H. (eds) Group Decision and Negotiation in an Uncertain World. GDN 2018. Lecture Notes in Business Information Processing, vol 315. Springer, Cham. https://doi.org/10.1007/978-3-319-92874-6_6

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  • DOI: https://doi.org/10.1007/978-3-319-92874-6_6

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-92873-9

  • Online ISBN: 978-3-319-92874-6

  • eBook Packages: Computer ScienceComputer Science (R0)

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