Top Negotiator

For industrial companies, negotiation performance plays a key role. Therefore, companies are very interested to optimize their negotiation performance. However, the prerequisite to localize optimization potentials and to document improvements is that companies are able to measure their negotiation performance as accurately as possible. In this respect, it surprises that negotiation research has not yet been able to provide companies with precise measurement tools. The present study will contribute to close this research gap. In this study, we identify and compare several alternative methods to measure negotiation performance and determine the most appropriate technique. To prove our method empirically, we conducted a benchmark analysis (N = 1,000). Through this analysis, we have found companies with good negotiation performance. These companies can serve as role models from which practice and research can learn. In addition, we provide further directions for future studies.