The secret of wasted time: Dynamics of creating shared reality during the negotiation process

It is considered that during the last 20 percent of the negotiation process participants make as much as 80 percent of all concessions, whereas during the first 20 percent of the negotiation time they are wasting their time. We conducted analyses of the processes of negotiations of 19 negotiation role-playing games. The analyses were conducted on the basis of the Dynamical Negotiation Network (DNN) model. The results prove that during the early stages of a negotiation important processes take place, which influence the final outcome of the negotiation. peerReviewed publishedVersion