Interaction of Cognitive Styles in Dyadic Negotiations: Behavioral Decision-Making

This study extends existing research of agenda setting by proposing a way to reduce the ambiguity of recent models regarding the process of dyadic negotiations during agenda setting processes. The purpose of this conceptual paper is, first, to develop a dyadic negotiation framework and connect it to the research about agenda building; second, to detail one sector of the framework with a formal-causal model about micro-processes of negotiation behavior; and third, to account for different cognitive styles of the negotiators and their impact on strategic agenda setting. Based on the formal model, we intend to develop propositions about the process and outcome, when different cognitive styles interact in dyadic negotiations. Simulation modeling enables capturing the dynamic complexity to develop insightful propositions.