Navigating Through the Fog of Negotiation (Paperback)
Language: English
Published by Springer Fachmedien Wiesbaden, 2025
- Softcover
- New
Seller: Grand Eagle Retail, Bensenville, IL, U.S.A.Grand Eagle Retail
AbeBooks seller since October 12, 2005
Condition: New
£ 97.49
Quantity: 1 available
Add to basketItem description from seller
Paperback. 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 pointscomparison 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 techniquesessential knowledge for researchers, professionals and anyone aiming to negotiate more effectively. mso-ansi-language: EN-US;">Negotiations Shipping may be from multiple locations in the US or from the UK, depending on stock availability. …
Seller Inventory # 9783658477783
- Title
- Navigating Through the Fog of Negotiation (Paperback)
- Author
- Michel Mann
- Publisher
- Springer Fachmedien Wiesbaden
- Publication year
- 2025
- Condition
- new
- Binding
- Paperback
- Language
- English
- ISBN 10
- 3658477784
- ISBN 13
- 9783658477783
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.
"Synopsis" may belong to another edition of this title.
About the Author
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.
"About the title" may belong to another edition of this title.
Grand Eagle Retail
Bensenville, IL, U.S.A.
AbeBooks seller since October 12, 2005
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