The Impact of Digital Negotiation Preparation Tools on Negotiation Behavior and Outcome

In the B2B sector, negotiations are an inherent part of daily activity among buyers and sellers in organizations and hence critical for economic success of a company. At the same time, especially in competitive markets with technologically complex products, negotiations are becoming increasingly challenging. Therefore, an adequate and comprehensive negotiation preparation is particularly important. Unfortunately, in practice it is often the case that there is a lack of knowledge about good preparation and standardized supporting tools in companies do not exist. Thus, we developed an applicable and user-friendly digital software for the negotiation preparation phase, which is based on a range of scientifically proven preparation techniques. First experimental pretests are promising and indicate that our software enables negotiators to increase effectiveness as well efficiency.