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Negotiations with Interim Contracts
Konstantin Barrmeyer
其他書名
Integrative and Distributive Focus under Time Pressure
出版LIT Verlag Münster, 2017
主題Business & Economics / GeneralBusiness & Economics / Negotiating
ISBN36439088499783643908841
URLhttp://books.google.com.hk/books?id=ShwmDwAAQBAJ&hl=&source=gbs_api
EBookSAMPLE
註釋Which negotiation strategies are effective under different time pressure conditions? When and how should negotiators focus value creation and claiming? Via context-dependent content analysis, these and related questions are investigated experimentally for negotiations with interim contracts. Results suggest several precursors for individual and dyad success: focusing integration of interests early and symmetrically, claiming value covertly, and aligning on process. Moreover, evidence for behavioral patterns in the form of lock-in, matching and adapting strategy to interim outcomes is gathered. Dissertation. (Series: Business Management Series / Betriebswirtschaftliche Schriftenreihe, Vol. 90) [Subject: Economics, Business Negotiation]