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New Perspectives on Negotiation Styles

Produktform: Buch / Einband - flex.(Paperback)

Companies have a keen interest in developing skilled negotiators in order to improve their negotiation outcome. A crucial determinant of the negotiation outcome are negotiation styles that represent the negotiator’s actual behavior during the negotiation process. In this context, the author examines the variation in negotiation styles throughout the negotiation process, points out the relevance of the negotiator’s characteristics and situational context as determinants of negotiation styles, and emphasizes the importance not only of actual but also of perceived negotiation behavior. As a result, existing negotiation research is advanced as new perspectives on negotiation styles are offered to improve a negotiator’s performance.weiterlesen

Dieser Artikel gehört zu den folgenden Serien

Sprache(n): Englisch

ISBN: 978-3-8300-9794-5 / 978-3830097945 / 9783830097945

Verlag: Kovac, Dr. Verlag

Erscheinungsdatum: 31.12.2017

Seiten: 126

Auflage: 1

Autor(en): Melanie Preuß

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