Navigating Through the Fog of Negotiation (eBook, PDF)
Michel Mann
eBook, PDF

Navigating Through the Fog of Negotiation (eBook, PDF)

An Investigation of How Negotiators Use Reference Points

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Negotiations are an integral part of our daily lives, but they can also be challenging and complex. To successfully navigate the fog of negotiation, people rely on reference points-comparison standards for evaluating potential and final negotiation outcomes. They enable negotiators to make smart decisions and take effective action despite difficult circumstances. But how do these reference points emerge? What functions do they serve in negotiations? And how can they be utilized to shape outcomes?This book delves into the psychology of reference points in negotiations, exploring how they influe...

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