caa a22 4500 445887419 CHVBK 20180317145603.0 cr unu---uuuuu 170323e20110701xx s 000 0 eng 10.1007/s10726-008-9115-0 doi (NATIONALLICENCE)springer-10.1007/s10726-008-9115-0 Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations [Elektronische Daten] [Sabine Koeszegi, Eva-Maria Pesendorfer, Rudolf Vetschera] In this empirical study, we present a new method for analyzing coded and categorized data of negotiation protocols. By applying a data-driven identification of negotiation phases we are able to identify endogenous dynamics of negotiation processes and to combine advantages of both, episodic and stage models of phase analysis. We present an exemplary study in which we compare processes of synchronous and asynchronous electronic negotiations. This analysis shows that, while synchronous negotiations follow a phase model similar to sequential stage models as discussed for face-to-face negotiations, asynchronous negotiations show less evidence of such a structure. Springer Science+Business Media B.V., 2008 Electronic negotiations nationallicence Negotiation process nationallicence Communication mode nationallicence Content analysis nationallicence Phase analysis nationallicence Koeszegi Sabine Department of Business Administration, University of Vienna, Brünner Strasse 72, 1210, Vienna, Austria aut Pesendorfer Eva-Maria Department of Business Administration, University of Vienna, Brünner Strasse 72, 1210, Vienna, Austria aut Vetschera Rudolf Department of Business Administration, University of Vienna, Brünner Strasse 72, 1210, Vienna, Austria aut Group Decision and Negotiation Springer Netherlands 20/4(2011-07-01), 385-410 0926-2644 20:4<385 2011 20 10726 https://doi.org/10.1007/s10726-008-9115-0 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/s10726-008-9115-0 text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Koeszegi Sabine Department of Business Administration, University of Vienna, Brünner Strasse 72, 1210, Vienna, Austria aut NATIONALLICENCE 700 1- Pesendorfer Eva-Maria Department of Business Administration, University of Vienna, Brünner Strasse 72, 1210, Vienna, Austria aut NATIONALLICENCE 700 1- Vetschera Rudolf Department of Business Administration, University of Vienna, Brünner Strasse 72, 1210, Vienna, Austria aut NATIONALLICENCE 773 0- Group Decision and Negotiation Springer Netherlands 20/4(2011-07-01), 385-410 0926-2644 20:4<385 2011 20 10726 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer