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Book Synopsis

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.

Navigating Through the Fog of Negotiation

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    A Paperback by Michel Mann

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      Publisher: Springer Gabler
      Publication Date: Publication Date: 18/05/2025
      ISBN13: 9783658477783, 978-3658477783
      ISBN10:
      Also in:
      Business communication, etiquette and presentation

      Description

      Book Synopsis

      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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