Konstantin Barrmeyer

Negotiations with Interim Contracts

Integrative and Distributive Focus under Time Pressure
Reihe: Betriebswirtschaftliche Schriftenreihe
Negotiations with Interim Contracts
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  • 978-3-643-90884-1
  • 90
  • 2017
  • 218
  • broschiert
  • 44,90
Which negotiation strategies are effective under different time pressure conditions? When and... mehr
Klappentext
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.
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