The Role of Aspirations in Negotiation
- 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
Author details: | Stephanie Pratsch |
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ISBN: | 978-3-8300-9006-9 |
Title of parent work (English): | Schriftenreihe zum Verhandlungsmanagement ; 4 |
Publisher: | Hamburg |
Place of publishing: | Kovac |
Supervisor(s): | Uta Herbst |
Publication type: | Doctoral Thesis |
Language: | English |
Publication year: | 2016 |
Publishing institution: | Universität Potsdam |
Granting institution: | Universität Potsdam |
Release date: | 2016/04/20 |
Number of pages: | 122 |
Organizational units: | Wirtschafts- und Sozialwissenschaftliche Fakultät / Wirtschaftswissenschaften |
DDC classification: | 3 Sozialwissenschaften / 33 Wirtschaft / 330 Wirtschaft |