Behavioral Negotiation Research



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Within the scope of behavioral negotiation research we address factors that influence people’s negotiation behavior and negotiation outcomes. In doing so, we focus on human behavior. Possible influencing factors can roughly be classified into two categories: On the one hand, we study environmental factors. These factors contain for example corporate culture, corporate goals or the possibility of information exchange. On the other hand, we analyze personal factors like the role people occupy in the corporate context.

For the analysis of the influence of these factors in the negotiation context, we conduct behavioral experiments in the experimental laboratory for economic research AIXperiment at RWTH Aachen University.

We are glad about everyone who wants to support us – either by writing a thesis or by being a participant in our experiments in the lab.