Navigating Through the Fog of Negotiation
Mann, Michel
Sold by Basi6 International, Irving, TX, U.S.A.
AbeBooks Seller since 24 June 2016
New - Soft cover
Condition: New
Ships within U.S.A.
Quantity: 10 available
Add to basketSold by Basi6 International, Irving, TX, U.S.A.
AbeBooks Seller since 24 June 2016
Condition: New
Quantity: 10 available
Add to basketNew. Delivery takes 25-30 days. Excellent Customer Service.
Seller Inventory # POD-393764
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.
Michel Mann is Professor of Business Administration at the DHBW Heilbronn. In the Retail Management degree programme, he focuses on marketing and sales, in particular negotiation and influencing techniques. He also trains and advises companies and professionals on marketing and sales issues.
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