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The Role of Aspirations in Negotiation

Produktform: Buch / Einband - flex.(Paperback)

Buyer-seller negotiations have significant impact on a company’s profitability, which makes practitioners aim at maximizing their performance. One lever for increasing bargaining performance is to pursue a clearly defined aspiration, i.e. one’s most desired outcome. In this context, the author explores the role of such aspirations in the three negotiation phases: preparation, bargaining, and striking a deal. She investigates determinants of aspirations, unintended consequences such as unethical bargaining behavior, and the consequences of overly ambitious aspirations. As a result, she does not only close existing gaps in negotiation research, but also derives valuable implications for practitioners.weiterlesen

Dieser Artikel gehört zu den folgenden Serien

Sprache(n): Englisch

ISBN: 978-3-8300-9006-9 / 978-3830090069 / 9783830090069

Verlag: Kovac, Dr. Verlag

Erscheinungsdatum: 30.04.2016

Seiten: 122

Auflage: 1

Autor(en): Stephanie Pratsch

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