Strategic adaptability in negotiation

This dissertation advances the understanding of strategic adaptability by integrating conceptual, empirical, and pedagogical perspectives across four studies. It draws on more than 2000 hours of transcribed negotiation simulations, comprising over 21,000 speaking turns and more than 6,000 identified strategy adaptations. The dissertation relies on both primary data, collected for this dissertation, and secondary data, which offers an opportunity to validate and extend the emerging framework using independent data sources. Three studies contribute to theory building and
behavioral process analysis, explaining how negotiators adapt their strategic orientation in response to informational cues. In addition, a fourth study focuses on developing a training intervention to enhance adaptive negotiation behavior. Together, these studies offer a comprehensive understanding of how adaptability can be observed, understood, and developed in negotiation practice.