Navigating Through the Fog of Negotiation : An Investigation of How Negotiators Use Reference Points

by Michel Mann

General Rationale -- How, when, and why do Negotiators Use Reference Points? A Qualitative Interview Study with Negotiation Practitioners -- When Control Does Not Pay Off: The Dilemma Between Trade-off Opportunities and Budget Restrictions in B2B Negotiations -- United we stand: A Principle-Based Negotiation Training for Collective Bargaining.

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Year of publication:	2025
Authors:	Mann, Michel
Publisher:	2025.: Wiesbaden : Springer Fachmedien Wiesbaden 2025.: Wiesbaden : Imprint: Springer Gabler
Subject:	Training \| Reference points \| Negotiation \| Qualitative Research \| Interview \| Verhandlungen \| Negotiations \| Befragung \| Verhandlungstechnik \| Negotiation techniques

Extent:	1 Online-Ressource(XXI, 150 p. 8 illus.)
Type of publication:	Book / Working Paper
Type of publication (narrower categories):	Hochschulschrift
Language:	English
Thesis:	Dissertation, Leuphana Universität Lüneburg, 2023
ISBN:	978-3-658-47779-0 ; 978-3-658-47778-3 ; 978-3-658-47780-6
Other identifiers:	10.1007/978-3-658-47779-0 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10015394163