Negotiations with Interim Contracts

ab 39,90 

Konstantin Barrmeyer

Integrative and Distributive Focus under Time Pressure

ISBN 978-3-643-90884-1
Band-Nr. 90
Jahr 2017
Seiten 218
Bindung broschiert
Reihe Betriebswirtschaftliche Schriftenreihe


Which negotiation strategies are effective under different
time pressure conditions? When and how should negotiators
focus value creation and claiming? Via context-dependent
content analysis these and related questions are
investigated experimentally for negotiations with interim contracts.
Results suggest several precursors for individual and dyad success:
Focusing integration of interests early and symmetrically, claiming
value covertly, and aligning on process. Moreover, evidence for behavioral
patterns in the form of lock-in, matching and adapting strategy to interim
outcomes is gathered.