Johanna Sand - Third Parties in Negotiations
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Since negotiators do not always manage to achieve mutually accepted agreements, they seek for better techniques to manage their oftentimes high-impact conflicts. Third-party intervention has been in the focus of alternative dispute resolution especially due to its advantages. However, giving up decision-making power to transfer it to people who are not primarily involved is a delicate business for negotiators. Since relinquishing power always comes with a loss of decision-making authority, negotiators expect to gain better outcomes in return. Whether the assumption is justified and if third parties can successfully be used as a strategic instrument in negotiations is the subject of the present work. [...]
Schlagworte
Verhandlungsmanagement, Drittparteien in Verhandlungen, Schiedsverfahren, Schlichtung, Mediation, Verhandlungsverhalten, Kontingenzmodell, Wirtschaftwissenschaften, Negotiation Management, Third parties in negotiations, Arbitrations, Contingency model of mediation, Negotiation behavior, Negotiation experiment, Economics
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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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Band13