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New Perspectives on Negotiation Styles

  • 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.

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Author details:Melanie Preuß
ISBN:978-3-8300-9794-5
ISSN:2365-7898
Title of parent work (German):Schriftenreihe zum Verhandlungsmanagement
Publisher:Verlag Dr. Kovač
Place of publishing:Hamburg
Reviewer(s):Uta HerbstORCiDGND, Eric KearneyORCiDGND
Publication type:Doctoral Thesis
Language:English
Year of first publication:2018
Publication year:2018
Granting institution:Universität Potsdam
Release date:2018/01/25
Tag:Dominante Verhandlungstaktiken; Verhandlungen; Verhandlungsmanagement; Verhandlungsperformance; Verhandlungsperformancebasierte Vergütung; Verhandlungsphasen; Verhandlungsstile; Verhandlungszufriedenheit; Wahrgenommene Authentizität
Competitive Negotiation Tactics; Negotiation Management; Negotiation Performance; Negotiation Performance-Related Pay; Negotiation Phases; Negotiation Satisfaction; Negotiation Styles; Perceived Authenticity
Issue:7
Number of pages:XI, 110
Organizational units:Wirtschafts- und Sozialwissenschaftliche Fakultät / Wirtschaftswissenschaften
DDC classification:3 Sozialwissenschaften / 33 Wirtschaft / 330 Wirtschaft
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