Negotiation Controlling: Learning from Negotiation Results – Status Quo and Experimental Study

In science as well as in practice, the topic of negotiation controlling, i.e. the management, planning, and control of negotiations by deriving implications from past negotiation results for future nego¬tiations, has so far received little attention. While companies certainly monitor their results, this type of control cannot be equated with con¬trolling in the original sense within practice. This is because the control of negotiation results has so far only been practiced or researched past-oriented, but not future-oriented. We therefore suggest expanding negotiation controlling to include as many results as possible to be able to derive the all-important best and worst cases from them - something that is well known from goal research and is seen as elementary. Based on this knowledge, nego¬tiators can then derive important shots for future negotiations. An experiment was conducted to test this assumption.