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

Language: English

Published by Springer Vieweg, 2025

3658477784 / 9783658477783

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Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH

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Druck auf Anfrage Neuware - Printed after ordering - Negotiationsare 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.

Seller Inventory # 9783658477783

Title
Navigating Through the Fog of Negotiation : An Investigation of How Negotiators Use Reference Points
Author
Michel Mann
Publisher
Springer Vieweg
Publication year
2025
Condition
Neu
Binding
Taschenbuch
Language
English
ISBN 10
3658477784
ISBN 13
9783658477783
Item weight
231 grams
Dimensions
210x148x10 mm

AHA-BUCH GmbH

Einbeck, Germany

5-star seller

AbeBooks seller since August 14, 2006

Shipping rates from Germany to U.S.A.

Item7 to 10 business days5 to 7 business days
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