In this paper, we develop a typology of bargaining steps for multi-issue negotiations, which is derived from possible changes in single issues. By considering all combinations of such changes, we create a consistent classification of steps. This classification forms the basis of an empirical analysis of the impact of different types of bargaining steps on various outcome dimensions of negotiations. We perform an exploratory analysis based on an ex-post analysis of existing negotiation data, which was collected over several years using an Internet-based negotiation support system. Empirical results indicate a strong positive impact of log-rolling strategies and a negative impact of "hard" tactics like insistence on the chances of reaching an agreement. Contrary to expectations, hard tactics do not improve the efficiency of agreements.

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The impacts of various mediation platforms on negotiation outcomes and perceptions are compared in this article. The mediator platforms contrasted were a (teleoperated) Telenoid robot, a human, and a computer screen. All of these platforms used the same script for process diagnosis, analysis, and advice on how to resolve an impasse in a simulated high-tech company de-merger negotiation. A fourth experimental condition consisted of a no-mediation control. More agreements and more integrative agreements were attained by the robotic platform than by the other types of mediator platforms and the control. Mediation via the Telenoid robot also produced more non-structured agreements, which consisted of decisions made outside of the scenario options. Negotiators in this condition had more positive perceptions of the mediation experience, were more satisfied with the outcome, and thought that the mediator’s advice was more useful. Indirect analyses showed that the outcomes mediated the effects of the conditions on perceived satisfaction. Implications of the findings are discussed in terms of responses to novelty, which include creative and divergent modes of thinking.

Negotiation processes involve a substantive, a communication, and an emotional dimension. These dimensions have been analyzed mainly in isolation of each other. We introduce an approach to consider all three dimensions and present an empirical study on the relations between these dimensions. Results indicate a strong linkage between communication behavior and emotions, while connections to the substantive dimension of the negotiation process are weaker.