Joint Master Thesis between the Universities Tilburg and Hohenheim within NegoTrans [22.08.18]
We are pleased that the Erasmus offer between the Universities Hohenheim and Tilburg helped to support a joint Master's thesis within the NegoTrans research area.
University of Tilburg
We are pleased that the Erasmus offer between the Universities Hohenheim and Tilburg helped to support a joint Master's thesis within the NegoTrans research area.
The thesis supervised by Prof. Mareike Schoop and Dr. Per van der WIjst is about "Communication Behaviour in E-Negotiations and the Relation to Trust". Trust is a central component of the interpersonal relationship between negotiators and therefore a vital factor in negotiations. In conclusion, this thesis highlights the importance of understanding the relationship between trust and communication behaviour. Based on the findings of this study, it can be said that trust and communication behaviour interrelate to a certain extent. More communication behaviour that aims to create value and share integrative information is used, when the initial trust disposition of the negotiator is high. Initial trust can, therefore, be a potential catalyst for integrative communication. As negotiation outcomes like joint utility and contract imbalance tend to be better when negotiators communicate in an integrative way, communication behaviour can be considered a vital factor in negotiations.
Students interested in a joint thesis within the NegoTrans research area are invited to have a look at the thesis topics of the project members.
