The role of aspirations in negotiation
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Buyer-seller negotiations have significant impact on a company’s profitability, which makes practitioners aim at maximizing their performance. One lever for increasing bargaining performance is to pursue a clearly defined aspiration, i. e. one’s most desired outcome. In this context, the author explores the role of such aspirations in the three negotiation phases: preparation, bargaining, and striking a deal. She investigates determinants of aspirations, unintended consequences such as unethical bargaining behavior, and the consequences of overly ambitious aspirations. As a result, she does not only close existing gaps in negotiation research, but also derives valuable implications for practitioners.
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The role of aspirations in negotiation, Stephanie Pratsch
- Language
- Released
- 2016
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- Title
- The role of aspirations in negotiation
- Language
- English
- Authors
- Stephanie Pratsch
- Publisher
- Verlag Dr. Kovač
- Released
- 2016
- ISBN10
- 3830090064
- ISBN13
- 9783830090069
- Series
- Schriftenreihe zum Verhandlungsmanagement
- Category
- University and college textbooks
- Description
- Buyer-seller negotiations have significant impact on a company’s profitability, which makes practitioners aim at maximizing their performance. One lever for increasing bargaining performance is to pursue a clearly defined aspiration, i. e. one’s most desired outcome. In this context, the author explores the role of such aspirations in the three negotiation phases: preparation, bargaining, and striking a deal. She investigates determinants of aspirations, unintended consequences such as unethical bargaining behavior, and the consequences of overly ambitious aspirations. As a result, she does not only close existing gaps in negotiation research, but also derives valuable implications for practitioners.