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Navigating Through the Fog of Negotiation
- An Investigation of How Negotiators Use Reference Points
Engelsk
Bogcover for Navigating Through the Fog of Negotiation af Michel Mann, 9783658477783
Specifikationer
Sprog:
Engelsk
Sider:
150
ISBN-13:
9783658477783
Indbinding:
Paperback
ISBN-10:
3658477784
Udg. Dato:
24 apr 2025
Størrelse i cm:
21,0 x 14,8
Oplagsdato:
24 apr 2025
Forfatter(e):

Navigating Through the Fog of Negotiation

- An Investigation of How Negotiators Use Reference Points
Engelsk
Paperback 2025
Format:

Bog beskrivelse

Negotiations are 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.

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Specifikationer
Sprog:
Engelsk
Sider:
150
ISBN-13:
9783658477783
Indbinding:
Paperback
ISBN-10:
3658477784
Udg. Dato:
24 apr 2025
Størrelse i cm:
21,0 x 14,8
Oplagsdato:
24 apr 2025
Forfatter(e):
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