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Author(s):	Kombeiz, Olga; Steidle, Anna
Title:
Abstract:	Das Verhandlungsgeschick der Mitarbeiter trägt in vielen Organisationen wesentlich zum Unternehmenserfolg bei. Gleichzeit weist aktuelle Forschung daraufhin, dass zwischenmenschliches Verhalten zum Beispiel in Verhandlungen durch die physikalische Umgebung beeinflusst werden kann. Die vorliegende Studie untersuchte die Bedeutung des farbigen Lichts für kooperatives Verhalten in integrativen Verhandlungen. Die Autoren nahmen an, dass rotes Licht eine angenehme, sozialfreundliche Raumatmosphäre schafft und somit den Verhandlungserfolg fördert. In einer experimentellen Studie wurde die Lichtfarbe (rot vs. blau und weiß) variiert. Die Ergebnisse bestätigten die Annahme. Der theoretische Wert, Limitationen sowie praktische Implikationen der Befunde werden diskutiert. Promoting integrative negotiations - an experimental approach for using colored lighting in negotiation situations. Employees' negotiating skills substantially contribute to organizational success. In this context, recent research shows that the physical environment may influence interpersonal behavior for example in negations. The present study investigated the importance of colored light for cooperative behavior in integrative negotiations. The authors assumed that red light creates a pleasant, socially friendly atmosphere and thus promotes negotiation success. In an experimental study, the light color (red vs. blue and white) was varied. The results confirmed the assumption. The theoretical value, limitations and practical implications of the findings are discussed.
Source:	Bauphysik 39 (2017), No. 3
Page/s:	197-201
Language of Publication:	German

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