DissertationFirst publicationDOI: 10.48548/pubdata-2263

The effect of response timing in negotiations

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available from 2026-07-31

Chronological data

Date of first publication2025-09-02
Date of publication in PubData 2025-09-02
Date of defense2025-08-22

Language of the resource

English

Related external resources

Related part DOI: 10.1007/s10726-025-09932-1
Teichmann, L., Petrowsky, H. M., Escher, Y. A., Lee, A. J., & Loschelder, D. D. (2025). Optimizing counteroffers: How timing and magnitude shape sale prices and impasses in 26 million asynchronous online negotiations. Group Decision and Negotiation.
Related part DOI: 10.1177/02654075251377184
Teichmann, L., Petrowsky, H. M., Boecker, L., Soliman M., & Loschelder, D. D. (2025). How the Timing of Texting Triggers Romantic Interest After the First Date: A Curvilinear U-Shaped Effect and its Underlying Mechanisms. Journal of Social and Personal Relationships.

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Supplemented by

Item type Resource ,
Dataset
Experiment Data for the dissertation "The effect of response timing in negotiations" - Paper "Optimizing Counteroffers: How Timing and Magnitude Shape Sale Prices and Impasses in 26 Million Asynchronous Online Negotiations"
Teichmann, Lars
2025 | DOI: 10.48548/pubdata-2271
Item type Resource ,
Dataset
Data for the dissertation "The effect of response timing in negotiations" - Paper "Countering the First-Offer Anchor: How Counteroffer Timing and Magnitude Affect Distributive Negotiation Outcomes"
Teichmann, Lars
2025
Item type Resource ,
Dataset
Data for the dissertation "The effect of response timing in negotiations" - Paper "How the Timing of Texting Triggers Romantic Interest After the First Date: A Curvilinear U-Shaped Effect and its Underlying Mechanisms"
Teichmann, Lars
2025 | DOI: 10.48548/pubdata-2272

Editor

Author

Teichmann, Lars

Referee

Loschelder, David D.
Lee, Alice J.
Genschow, Oliver

Advisor

Loschelder, David D.

Case provider

Other contributors

Abstract

Collectively, by integrating comprehensive empirical data across diverse negotiation contexts and extending theoretical frameworks, this dissertation aims to test competing suggestions and advance our understanding of how magnitude and initial response timing influence economic negotiations and romantic relationships alike. The insights provided offer theoretical enhancements, practical recommendations, and a novel understanding of timing strategies.

Keywords

Negotiation; Negotiation Management; Counteroffer; Response Time; Time Factor

Grantor

Leuphana University Lüneburg

Study programme

Faculty / department

More information

DDC

650 :: Management und unterstützende Tätigkeiten

Creation Context

Research

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