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Support Software for Negotiation Preparation

An Interdisciplinary Research Approach

Schriftenreihe zum Verhandlungsmanagement, Band 25

Hamburg , 224 Seiten

ISBN 978-3-339-13980-1 (Print) |ISBN 978-3-339-13981-8 (eBook)

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Thus far, business-to-business (B2B) organizations have struggled to provide their negotiators with the support they require for preparation. One contributing factor is the difficulty in applying existing general preparation guidelines to specific and intricate negotiations. Despite over 30 years of negotiation research utilizing negotiation support software, which has been repeatedly validated by empirical studies, such software remains vastly underutilized in B2B practice. Therefore, this study adopts an interdisciplinary approach to investigate what both negotiation research and practice have to change to increase the relevance of negotiation support software.

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