Power, Negotiation Type and Negotiation Tactics
Author: André Maiwald
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Description: Power, Negotiation Type and Negotiation Tactics, is a master's thesis that explores the effect of power on negotiators' performance in distributive and integrative negotiation tasks. The study applies the situated focus theory of power on negotiation and examines the impact of power on first offers, negotiation strategies, and outcomes in different types of negotiations.
Subject: Negotiation
Pages: 34
Megabytes: 0.15 MB
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