TY  - THES
A1  - Preuß, Melanie
T1  - New Perspectives on Negotiation Styles
T2  - Schriftenreihe zum Verhandlungsmanagement
N2  - Companies have a keen interest in developing skilled negotiators in order to improve their negotiation outcome. A crucial determinant of the negotiation outcome are negotiation styles that represent the negotiator’s actual behavior during the negotiation process. In this context, the author examines the variation in negotiation styles throughout the negotiation process, points out the relevance of the negotiator’s characteristics and situational context as determinants of negotiation styles, and emphasizes the importance not only of actual but also of perceived negotiation behavior. As a result, existing negotiation research is advanced as new perspectives on negotiation styles are offered to improve a negotiator’s performance.
KW  - Competitive Negotiation Tactics
KW  - Negotiation Performance
KW  - Negotiation Performance-Related Pay
KW  - Negotiation Phases
KW  - Negotiation Satisfaction
KW  - Negotiation Styles
KW  - Negotiation Management
KW  - Perceived Authenticity
KW  - Dominante Verhandlungstaktiken
KW  - Verhandlungen
KW  - Verhandlungsmanagement
KW  - Verhandlungsperformance
KW  - Verhandlungsperformancebasierte Vergütung
KW  - Verhandlungsphasen
KW  - Verhandlungsstile
KW  - Verhandlungszufriedenheit
KW  - Wahrgenommene Authentizität
Y1  - 2018
SN  - 978-3-8300-9794-5
SN  - 2365-7898
IS  - 7
PB  - Verlag Dr. Kovač
CY  - Hamburg
ER  -