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

Abstract: 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.

Keywords: negotiation controlling, negotiation outcome, implications, lessons learned, feedback