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uva.nl

Elisabeth Jaeckel

Introduction

This PhD project aims at understanding and modeling temporal interaction patterns in negotiations. Negotiation has been studied by psychology and management scholars for over 50 years, both as a prominent case to study conflict and cooperation and for its direct relevance for organizational practice. Over the decades, our field has collected vast knowledge about antecedents of negotiation outcomes, such as biases, motivation, emotion, reputation, relationship, gender, power, or culture. However, we still know comparably little about the actual interaction patterns during negotiation, which are often complex and difficult to study. Methodological advances, such as lag sequential analysis open new potential for decrypting and modeling these complex interaction systems with a new level of precision. This provides various opportunities for future research to examine.