Navigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points
Language: English
Published by Springer Gabler, 2025
- Softcover
- New
Seller: Ria Christie Collections, Uxbridge, United KingdomRia Christie Collections
AbeBooks seller since March 25, 2015
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Add to basketItem description from seller
In English.
Seller Inventory # ria9783658477783_new
- Title
- Navigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points
- Author
- Mann, Michel
- Publisher
- Springer Gabler
- Publication year
- 2025
- Condition
- New
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 3658477784
- ISBN 13
- 9783658477783
- Item weight
- 336 grams
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.
"Synopsis" may belong to another edition of this title.
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.
"About the title" may belong to another edition of this title.
Ria Christie Collections
Uxbridge, United Kingdom
AbeBooks seller since March 25, 2015
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