Doktorarbeit: The Impact of Concession Strategies on Negotiation Performance

The Impact of Concession Strategies on Negotiation Performance

- in englischer Sprache -

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Schriftenreihe zum Verhandlungsmanagement, volume 1

Hamburg , 132 pages

ISBN 978-3-8300-8804-2 (print) |ISBN 978-3-339-08804-8 (eBook)

About this book deutschenglish

Concessions are critical in buyer-seller negotiations, since agreements can only be reached when buyers and sellers in an interactive sequence of offers weaken their demands by making concessions. However, to concede in a negotiation means the negotiators give away part of their potential negotiation outcome. This shows that concessions have an obvious impact on the negotiation performance which further demonstrably influences the companies’ overall profitability. Therefore, it is of significant interest for negotiation research and practice to investigate when and how negotiators should make concessions in order to improve their negotiation performance. The author deals with these questions by analyzing the timing and the content of concessions. Thereby, she does not only fill gaps in negotiation research but also provides valuable implications for comprehensive concession management in negotiation practice.

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