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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.
Author details: | Melanie Preuß |
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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 |