Stephanie Pratsch - 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. [...]
Schlagworte
Verhandlungmanagement, Business-to-Business-Marketing, B2B-Marketing, Verhandlung, Negotiation, Aspiration, Zielsetzung, Goal-Setting, Verhandlungserforlg, Negotiation performance, Unethische Verhandlungstaktiken, Unethical Negotiation Behaviour, Motivation, Ziel, Goal
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FachdisziplinUnternehmensführung & Organisation
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SchriftenreiheSchriftenreihe zum Verhandlungsmanagement (Hrsg.: Negotiation Academy Potsdam . Prof. Dr. Herbst / Prof. Dr. Voeth)
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ISSN2365-7898
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Band4