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Negotiations with Interim Contracts, 90: Integrative and Distributive Focus Under Time Pressure

Negotiations with Interim Contracts, 90: Integrative and Distributive Focus Under Time Pressure

Paperback

Series: Betriebswirtschaftliche Schriftenreihe, Book 90

Management

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ISBN10: 3643908849
ISBN13: 9783643908841
Publisher: Lit Verlag
Published: Jul 26 2017
Pages: 218
Weight: 0.81
Language: English
Which negotiation strategies are effective under different time pressure conditions? When and how should negotiators focus value creation and claiming? Via context-dependent content analysis, these and related questions are investigated experimentally for negotiations with interim contracts. Results suggest several precursors for individual and dyad success: focusing integration of interests early and symmetrically, claiming value covertly, and aligning on process. Moreover, evidence for behavioral patterns in the form of lock-in, matching and adapting strategy to interim outcomes is gathered. Dissertation. (Series: Business Management Series / Betriebswirtschaftliche Schriftenreihe, Vol. 90) [Subject: Economics, Business Negotiation]

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