Navigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points

Mann, Michel

ISBN 10: 3658477784 / ISBN 13: 9783658477783

Published by Gabler, 2025

About this Item

180 pages. 8.26x5.82x8.27 inches. In Stock.

Seller Inventory # x-3658477784

Bibliographic Details

• Title: Navigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points
• Publisher: Gabler
• Publication Date: 2025
• Language: English
• ISBN 10: 3658477784
• ISBN 13: 9783658477783
• Binding: Paperback
• Condition: Brand New
• Weight: 0.21 kilograms

About this title

Synopsis

Negotiations are an integral part of our daily lives, but they can also be challenging and complex. To successfully navigate the fog of negotiation, people rely on reference points—comparison standards for evaluating potential and final negotiation outcomes. They enable negotiators to make smart decisions and take effective action despite difficult circumstances. But how do these reference points emerge? What functions do they serve in negotiations? And how can they be utilized to shape outcomes?

This book delves into the psychology of reference points in negotiations, exploring how they influence decision-making, behavior and negotiated outcomes. By uncovering their mechanisms, this work provides insights for understanding, predicting and refining negotiation techniques—essential knowledge for researchers, professionals and anyone aiming to negotiate more effectively.

About the Author

Michel Mann is Professor of Business Administration at the DHBW Heilbronn. In the Retail Management degree programme, he focuses on marketing and sales, in particular negotiation and influencing techniques. He also trains and advises companies and professionals on marketing and sales issues.