Negotiation is a ubiquitous process to communicate interests, resolve conflicts, improve the status quo, and achieve objectives or goals. For some professionals, negotiation is a central part of their role - making it likely that each negotiation will somehow affect the next. However, we have little to no empirical research that investigates how negotiators move from one negotiation to the next. Using two experience sampling studies, this research investigates how emotions serve as a link between negotiation experiences, depending on characteristics of the negotiators and ultimately provides a framework to better understand intertemporal effects in negotiations.
Dr. Brooke A. Gazdag completed her doctorate in Organizational Behavioral at the University at Buffalo and moved directly, sight unseen, to Germany to work as part of a BMBF funded project on the Selection and Evaluation of Leaders at the Technical University of Munich. For the last five years, she has worked as an Assistant Professor at the Ludwig-Maximilians University in Munich. Her research and teaching focuses on helping others become better leaders and negotiators in order to effectively shape and improve their personal and professional lives. Her work has been published in leading journals such as Journal of Business and Psychology, The Leadership Quarterly, Journal of Managerial Psychology and European Journal of Social Psychology.
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