Negotiations in a technologically transformed world : a multidimensional study

Negotiations, like other business functions, are increasingly shaped by rapid technological transformation. Digitalization, remote work, and new communication tools are changing how organizations operate and interact. This dissertation examines how these shifts impact negotiation processes and outcomes, focusing on three key dimensions: internal organizational dynamics, external stakeholder interactions, and individual negotiator behaviors. Using a mixed-method approach, this research analyzes over 1,200 data points from surveys, experiments, and expert interviews. The findings highlight critical factors shaping negotiation success in a digital environment. The first focus area explores how remote work affects negotiation performance. While working from home does not directly impact job involvement, commitment, or autonomy, commitment and autonomy significantly enhance negotiation performance, emphasizing the need to strengthen these factors among negotiators. The second area investigates digital negotiations and the role of media richness and partner familiarity. [...]