Stephanie Pratsch The Role of Aspirations in Negotiation

- in englischer Sprache -

Schriftenreihe zum Verhandlungsmanagement, Band 4

Hamburg 2016, 122 Seiten

ISBN 978-3-8300-9006-9 (Print)
ISBN 978-3-339-09006-5 (eBook)

Zum Inhalt

Buyer-seller negotiations have significant impact on a company’s profitability, which makes practitioners aim at maximizing their performance. One lever for increasing bargaining performance is to pursue a clearly defined aspiration, i.e. one’s most desired outcome. In this context, the author explores the role of such aspirations in the three negotiation phases: preparation, bargaining, and striking a deal. She investigates determinants of aspirations, unintended consequences such as unethical bargaining behavior, and the consequences of overly ambitious aspirations. As a result, she does not only close existing gaps in negotiation research, but also derives valuable implications for practitioners.

Schlagworte

Aspiration B2B-Marketing Business-to-Business-Marketing Goal Goal-Setting Motivation Negotiation Negotiation performance Unethical Negotiation Behaviour Unethische Verhandlungstaktiken Verhandlung Verhandlungmanagement Verhandlungserforlg Ziel Zielsetzung

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