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Ein zentrales Charakteristikum industrieller Verhandlungen ist, dass diese im Team und nicht von Einzelpersonen geführt …
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The complexity of multi-party negotiations can be reduced by dividing conflict parties into subgroups. However … optimum solution (incongruence vs. congruence). In three studies groups of four parties conducted multi-issue negotiations …
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The negotiation and agreement of goals for collaborations between public and non-profit organizations is argued to be a complex and painful process. Thus, the research described in this paper used action research to explore some of the critical behaviours in such groups. Based on the two units...
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Klappentext: Verhandlungen stellen einen entscheidenden Bestandteil industrieller Vermarktungsprozesse dar: Anbieter … Messung beider Präferenzarten in Verhandlungen und überprüft dieses im Rahmen einer Verhandlungssimulation. Aus der …
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