The role of aspirations in negotiation
Autoři
Parametry
Více o knize
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.
Nákup knihy
The role of aspirations in negotiation, Stephanie Pratsch
- Jazyk
- Rok vydání
- 2016
Doručení
Platební metody
2021 2022 2023
Navrhnout úpravu
- Titul
- The role of aspirations in negotiation
- Jazyk
- anglicky
- Autoři
- Stephanie Pratsch
- Vydavatel
- Verlag Dr. Kovač
- Rok vydání
- 2016
- ISBN10
- 3830090064
- ISBN13
- 9783830090069
- Série
- Schriftenreihe zum Verhandlungsmanagement
- Kategorie
- Skripta a vysokoškolské učebnice
- Anotace
- 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.