New strategic approaches for multi-issue negotiations:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
Hamburg
Verlag Dr. Kovač
2022
|
| Schriftenreihe: | Schriftenreihe zum Verhandlungsmanagement
17 |
| Schlagworte: | |
| Online-Zugang: | Inhaltstext Inhaltsverzeichnis |
| Beschreibung: | XIV, 139, XV - XLIX Seiten Illustrationen, Diagramme 21 cm x 14.8 cm, 265 g |
| ISBN: | 9783339127501 3339127506 |
Internformat
MARC
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| 245 | 1 | 0 | |a New strategic approaches for multi-issue negotiations |c Ernestine Cathérine Siebert |
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Datensatz im Suchindex
| _version_ | 1811629889950842880 |
|---|---|
| adam_text |
LIST
OF
FIGURES
.
XIII
LIST
OF
TABLES
.
XIV
1.
INTRODUCTION
.
1
1.1
RELEVANCE
AND
RESEARCH
INTEREST
.
1
1.2
STRUCTURE
OF
DISSERTATION
.
18
2.
NEW
PERSPECTIVES
ON
ISSUE
ANALYSIS
-
ONE-SIDED
PREFERENCES
AS
A
STRATEGIC
SOURCE
IN
MULTI-ISSUE
NEGOTIATIONS
.
21
2.1
INTRODUCTION
.
22
2.2
IMPLICATIONS
OF
PREFERENCE
DIFFERENCES
AND
THE
IDEA
OF
CHANCE
ISSUE
ANALYSIS
.
24
2.3
STRATEGIC
POTENTIAL
OF
ONE-SIDED
PREFERENCES
IN
UNBALANCED
POWER
SITUATIONS
.
29
2.4
EXPERIMENTAL
DESIGN
.
33
2.5
DATA
ANALYSIS
.
36
2.6
DISCUSSION
.
45
2.7
PRACTICAL
IMPLICATIONS
.
47
2.8
LIMITATIONS
AND
FUTURE
RESEARCH
.
48
2.9
CONCLUSION
.
50
2.10
REFERENCES
.
51
3.
PACKAGE
CONCESSION
TACTICS
-
HOW
TO
SUCCEED
IN
PACKAGE
DEAL
NEGOTIATIONS
.
59
3.1
INTRODUCTION
.
60
3.2
LITERATURE
REVIEW
ON
CONCESSIONS
.
62
3.3
PACKAGE
TACTIC
OPTIONS
AND
SUSPECTED
EFFECTS
.
64
3.4
METHOD
.
70
3.5
RESULTS
.
73
3.6
DISCUSSION
.
77
3.7
REFERENCES
.
80
4.
AIMING
ACCURATELY
-
HOW
TO
OVERCOME
LOSS
AVERSION
BIASES
IN
PACKAGE
CONCESSION
TACTICS
INVOLVING
DIFFERENT
ISSUE
PRIORITIES
.
87
4.1
INTRODUCTION
.
88
4.2
CONCESSION
EVALUATION
AND
FRAMING
EFFECTS
WITHIN
PACKAGE
OFFERS
.
90
4.3
OVERCOMING
LOSS
AVERSION
BIASES
WITH
TARGETED
GAINS
WITHIN
PACKAGE
TRADE-OFFS
.
92
4.4
METHOD
.
96
4.5
DATA
ANALYSIS
.
100
4.6
DISCUSSION
AND
IMPLICATIONS
.
105
4.7
LIMITATIONS
AND
FUTURE
RESEARCH
.
107
4.8
REFERENCES
.
109
5.
FINAL
DISCUSSION
.
117
5.1
SUMMARY
OF
RESULTS
AND
IMPLICATIONS
.
117
5.2
LIMITATIONS
AND
FUTURE
RESEARCH
.
121
ADDITIONAL
REFERENCES
.
125
APPENDIX
.
XV
APPENDIX
STUDY
1
.
XV
APPENDIX
STUDY
2
.
XXIX
APPENDIX
STUDY
3
.
XXXIV |
| adam_txt |
LIST
OF
FIGURES
.
XIII
LIST
OF
TABLES
.
XIV
1.
INTRODUCTION
.
1
1.1
RELEVANCE
AND
RESEARCH
INTEREST
.
1
1.2
STRUCTURE
OF
DISSERTATION
.
18
2.
NEW
PERSPECTIVES
ON
ISSUE
ANALYSIS
-
ONE-SIDED
PREFERENCES
AS
A
STRATEGIC
SOURCE
IN
MULTI-ISSUE
NEGOTIATIONS
.
21
2.1
INTRODUCTION
.
22
2.2
IMPLICATIONS
OF
PREFERENCE
DIFFERENCES
AND
THE
IDEA
OF
CHANCE
ISSUE
ANALYSIS
.
24
2.3
STRATEGIC
POTENTIAL
OF
ONE-SIDED
PREFERENCES
IN
UNBALANCED
POWER
SITUATIONS
.
29
2.4
EXPERIMENTAL
DESIGN
.
33
2.5
DATA
ANALYSIS
.
36
2.6
DISCUSSION
.
45
2.7
PRACTICAL
IMPLICATIONS
.
47
2.8
LIMITATIONS
AND
FUTURE
RESEARCH
.
48
2.9
CONCLUSION
.
50
2.10
REFERENCES
.
51
3.
PACKAGE
CONCESSION
TACTICS
-
HOW
TO
SUCCEED
IN
PACKAGE
DEAL
NEGOTIATIONS
.
59
3.1
INTRODUCTION
.
60
3.2
LITERATURE
REVIEW
ON
CONCESSIONS
.
62
3.3
PACKAGE
TACTIC
OPTIONS
AND
SUSPECTED
EFFECTS
.
64
3.4
METHOD
.
70
3.5
RESULTS
.
73
3.6
DISCUSSION
.
77
3.7
REFERENCES
.
80
4.
AIMING
ACCURATELY
-
HOW
TO
OVERCOME
LOSS
AVERSION
BIASES
IN
PACKAGE
CONCESSION
TACTICS
INVOLVING
DIFFERENT
ISSUE
PRIORITIES
.
87
4.1
INTRODUCTION
.
88
4.2
CONCESSION
EVALUATION
AND
FRAMING
EFFECTS
WITHIN
PACKAGE
OFFERS
.
90
4.3
OVERCOMING
LOSS
AVERSION
BIASES
WITH
TARGETED
GAINS
WITHIN
PACKAGE
TRADE-OFFS
.
92
4.4
METHOD
.
96
4.5
DATA
ANALYSIS
.
100
4.6
DISCUSSION
AND
IMPLICATIONS
.
105
4.7
LIMITATIONS
AND
FUTURE
RESEARCH
.
107
4.8
REFERENCES
.
109
5.
FINAL
DISCUSSION
.
117
5.1
SUMMARY
OF
RESULTS
AND
IMPLICATIONS
.
117
5.2
LIMITATIONS
AND
FUTURE
RESEARCH
.
121
ADDITIONAL
REFERENCES
.
125
APPENDIX
.
XV
APPENDIX
STUDY
1
.
XV
APPENDIX
STUDY
2
.
XXIX
APPENDIX
STUDY
3
.
XXXIV |
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| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
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| index_date | 2024-07-03T18:53:27Z |
| indexdate | 2024-09-30T14:01:35Z |
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| isbn | 9783339127501 3339127506 |
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| spelling | Siebert, Ernestine Cathérine Verfasser (DE-588)1248933532 aut New strategic approaches for multi-issue negotiations Ernestine Cathérine Siebert Hamburg Verlag Dr. Kovač 2022 XIV, 139, XV - XLIX Seiten Illustrationen, Diagramme 21 cm x 14.8 cm, 265 g txt rdacontent n rdamedia nc rdacarrier Schriftenreihe zum Verhandlungsmanagement 17 Dissertation Universität Potsdam 2021 Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Geschäftsverbindung (DE-588)4314530-9 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Geschäftsverbindung (DE-588)4314530-9 s Verhandlungsführung (DE-588)4187777-9 s Verhandlungstechnik (DE-588)4134584-8 s DE-604 Verlag Dr. Kovač (DE-588)16100321-7 pbl Erscheint auch als Online-Ausgabe 978-3-339-12751-8 Schriftenreihe zum Verhandlungsmanagement 17 (DE-604)BV043350673 17 X:MVB text/html https://www.verlagdrkovac.de/978-3-339-12750-1.htm Inhaltstext DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=033049022&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p vlb 20211113 DE-101 https://d-nb.info/provenance/plan#vlb |
| spellingShingle | Siebert, Ernestine Cathérine New strategic approaches for multi-issue negotiations Schriftenreihe zum Verhandlungsmanagement Verhandlungsführung (DE-588)4187777-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Geschäftsverbindung (DE-588)4314530-9 gnd |
| subject_GND | (DE-588)4187777-9 (DE-588)4134584-8 (DE-588)4314530-9 (DE-588)4113937-9 |
| title | New strategic approaches for multi-issue negotiations |
| title_auth | New strategic approaches for multi-issue negotiations |
| title_exact_search | New strategic approaches for multi-issue negotiations |
| title_exact_search_txtP | New strategic approaches for multi-issue negotiations |
| title_full | New strategic approaches for multi-issue negotiations Ernestine Cathérine Siebert |
| title_fullStr | New strategic approaches for multi-issue negotiations Ernestine Cathérine Siebert |
| title_full_unstemmed | New strategic approaches for multi-issue negotiations Ernestine Cathérine Siebert |
| title_short | New strategic approaches for multi-issue negotiations |
| title_sort | new strategic approaches for multi issue negotiations |
| topic | Verhandlungsführung (DE-588)4187777-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Geschäftsverbindung (DE-588)4314530-9 gnd |
| topic_facet | Verhandlungsführung Verhandlungstechnik Geschäftsverbindung Hochschulschrift |
| url | https://www.verlagdrkovac.de/978-3-339-12750-1.htm http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=033049022&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| volume_link | (DE-604)BV043350673 |
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