@phdthesis{Pratsch2016, author = {Pratsch, Stephanie}, title = {The Role of Aspirations in Negotiation}, series = {Schriftenreihe zum Verhandlungsmanagement ; 4}, journal = {Schriftenreihe zum Verhandlungsmanagement ; 4}, publisher = {Hamburg}, address = {Kovac}, isbn = {978-3-8300-9006-9}, school = {Universit{\"a}t Potsdam}, pages = {122}, year = {2016}, abstract = {Buyer-seller negotiations have significant impact on a company's profitability, which makes practitioners aim at maximizing their performance. One lever for increasing bargaining performance is to pursue a clearly defined aspiration, i.e. one's most desired outcome. In this context, the author explores the role of such aspirations in the three negotiation phases: preparation, bargaining, and striking a deal. She investigates determinants of aspirations, unintended consequences such as unethical bargaining behavior, and the consequences of overly ambitious aspirations. As a result, she does not only close existing gaps in negotiation research, but also derives valuable implications for practitioners}, language = {en} }