TY  - THES
A1  - Pratsch, Stephanie
T1  - The Role of Aspirations in Negotiation
T2  - Schriftenreihe zum Verhandlungsmanagement ; 4
N2  - 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
Y1  - 2016
SN  - 978-3-8300-9006-9
PB  - Hamburg
CY  - Kovac
ER  -