Summary

This dissertation focuses on temporal interaction patterns in negotiations that have previously been neglected and examines their impact on the subsequent interaction and on the negotiated outcome. Although negotiations are defined as social interactions, there is still relatively little understanding of the observable interaction patterns that actually develop in negotiations. It requires time-consuming coding efforts and interaction patterns are challenging to analyze. However, studying negotiation behavior from an interaction-based perspective is crucial, as behavioral antecedents can be significantly more important in the prediction of subsequent behaviors in an interaction process than interindividual difference and contextual variables. Therefore, the studies presented in this dissertation contribute to a more comprehensive understanding of temporal interaction patterns in negotiation. Specifically, we study the occurrence of active listening (patterns) and their effect on negotiation outcomes, behavioral antecedents and consequences of (dis-)honest behavior, and effects of behavior announcement patterns on negotiation outcomes. The results of these studies contribute to negotiation theory but are also of high practical value. We provide concrete and readily applicable advice on the use of active listening, on the use and promotion of honest behavior and the inhibition of dishonest behavior that should improve practitioners’ negotiation interactions and outcomes.