Aggregated Negotiation Controlling: Proposing the Concept of a Negotiation Dashboard

Abstract: Making use of past negotiation data and results, i.e., controlling negotiations, is important for achieving better negotiation outcomes and therefore for future organizational success. So far, negotiation controlling has, if at all, taken place on an individual level and thus if at all for the learning of individual negotiators. However, insights from general controlling and business management show that negotiation success could be more effectively managed if it is not only controlled on an individual level but a company-wide basis. This requires the aggregation of available data on different negotiation processes and results to serve company management as an information basis for decision-making. A suitable controlling instrument that summarizes consolidated data from various databases in a neat and demand-oriented manner is a so-called dashboard. We propose to conceptually transfer this approach to the analysis possibilities of business negotiations. Initial ideas will be presented, which are currently being empirically investigated.

Keywords: dashboard, negotiation controlling, data-driven decision making

Topic: NEG   |   Format: Extended Abstract