Michel Mann

Navigating Through the Fog of Negotiation (eBook, PDF)

An Investigation of How Negotiators Use Reference Points

• Format: PDF

Produktbeschreibung

Negotiations

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Produktdetails

• Verlag: Springer Fachmedien Wiesbaden
• Seitenzahl: 150
• Erscheinungstermin: 23. April 2025
• Englisch
• ISBN-13: 9783658477790
• Artikelnr.: 73953467

Autorenporträt

Michel Mann is Professor of Business Administration at the DHBW Heilbronn. In the Retail Management degree programme, he focuses on marketing and sales, in particular negotiation and influencing techniques. He also trains and advises companies and professionals on marketing and sales issues.

Inhaltsangabe

General Rationale.- How, when, and why do Negotiators Use Reference Points? A Qualitative Interview Study with Negotiation Practitioners.- When Control Does Not Pay Off: The Dilemma Between Trade-off Opportunities and Budget Restrictions in B2B Negotiations.- United we stand: A Principle-Based Negotiation Training for Collective Bargaining.