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
Angaben zur Produktsicherheit
Hersteller
Verlag Dr. Kovač GmbH
Leverkusenstraße 13, 22761 Hamburg
E-Mail
info@verlagdrkovac.de
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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