@article{2018:herbst:tactical_b,
title = {Tactical Breaks: Deal Killers or Deal Makers?},
year = {2018},
note = {Although the majority of negotiations are characterized by
interruptions, surprisingly little research has been conducted thus
far on the breaks in the negotiation process. Despite the fact that
former studies focus almost exclusively on how breaks impact on joint
outcome and consensual breaks, ours is the first study to focus on
individual outcome and unilateral negotiation breaks. Our experiment
shows that unilateral breaks affect contract formation positively.
Furthermore, since our study reveals significantly better results for
break initiators than for break recipients, it also shows that
unilateral breaks create a win-lose situation in certain instances.},
journal = {Die Unternehmung},
pages = {51--67},
author = {Herbst and Voeth and Schmidt and Weber},
volume = {72},
number = {1}
}