TY  - JOUR
A1  - Siebert, Ernestine Cathérine
A1  - Herbst, Uta
T1  - New perspectives on issue analysis
BT  - one-sided preferences as a strategic source in multi-issue negotiations
JF  - Negotiation journal
N2  - Researchers have shown that structuring issues and organizing an agenda before a negotiation lead to improved negotiation performance. By using issue analysis, negotiators become aware of their own and their opponents' preferences on negotiation issues and are able to use this knowledge to optimize their degree of success. Following research on asymmetrical preferences in negotiations, we introduce a new approach for issue analysis that considers the identification of one-sided preferences, specifically a 0-preference for issues from one party. We conducted an experimental study to test if this type of preference for an issue (chance issue) yields strategic potential for a negotiator. We also examined whether the identification of these chance issues could be particularly relevant for a low-power party in negotiations with a power imbalance, to overcome the lower scope of action due to the weaker negotiating position. The results indicate initial verification that no preference at all for one issue could lead to higher individual performance and noneconomic outcomes. Joint performance was positively affected by 0-preference, even in unbalanced power situations.
KW  - negotiation preparation
KW  - issue analysis
KW  - preference differences
KW  - negotiation strategy
KW  - power imbalance
KW  - multi-issue negotiation
Y1  - 2021
U6  - https://doi.org/10.1111/nejo.12379
SN  - 0748-4526
SN  - 1571-9979
VL  - 37
IS  - 4
SP  - 485
EP  - 518
PB  - Wiley-Blackwell
CY  - Oxford
ER  - 
TY  - THES
A1  - Siebert, Ernestine Cathérine
T1  - New Strategic Approaches for Multi-issue Negotiations
T2  - Schriftenreihe zum Verhandlungsmanagement
Y1  - 2022
SN  - 978-3-339-12750-1
SN  - 978-3-339-12751-8
SN  - 2365-7898
IS  - 17
PB  - Verlag Dr. Kovač
CY  - Hamburg
ER  -