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商品詳細
Navigating Through the Fog of Negotiation : An Investigation of How Negotiators Use Reference Points.
・ISBN 978-3-658-47778-3 paper EUR 99.99
￥26,726.- (税込) ※（※）価格はご注文時の参考価格となります。
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| 著者・編者 | Mann, Michel, |
|---|---|
| 出版社 | (Springer Gabler, GW) |
| 出版年月 | 2025.05 |
| ページ数 | 150 pp. |
| 言語 | ENG |
| ニュース番号 | ＜747-494＞ |
解説
Negotiations are an integral part of our daily lives, but they can also be challenging and complex. To successfully navigate the fog of negotiation, people rely on reference points-comparison standards for evaluating potential and final negotiation outcomes. They enable negotiators to make smart decisions and take effective action despite difficult circumstances. But how do these reference points emerge? What functions do they serve in negotiations? And how can they be utilized to shape outcomes?
This book delves into the psychology of reference points in negotiations, exploring how they influence decision-making, behavior and negotiated outcomes. By uncovering their mechanisms, this work provides insights for understanding, predicting and refining negotiation techniques-essential knowledge for researchers, professionals and anyone aiming to negotiate more effectively.