Navigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points
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Springer Science + Business Media, 2025. 150 p.
Research output: Books and anthologies › Book
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TY - BOOK
T1 - Navigating Through the Fog of Negotiation
T2 - An Investigation of How Negotiators Use Reference Points
AU - Mann, Michel
N1 - Publisher Copyright: © 2025 The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Fachmedien Wiesbaden GmbH, part of Springer Nature.
PY - 2025/1/1
Y1 - 2025/1/1
N2 - 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 influence decision-making, behavior and negotiated outcomes. By uncovering their mechanisms, this work provides insights for understanding, predicting and refining negotiation techniques—essential knowledge for researchers, professionals and anyone aiming to negotiate more effectively.
AB - 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 influence decision-making, behavior and negotiated outcomes. By uncovering their mechanisms, this work provides insights for understanding, predicting and refining negotiation techniques—essential knowledge for researchers, professionals and anyone aiming to negotiate more effectively.
KW - Psychology
KW - Politics
UR - http://www.scopus.com/inward/record.url?scp=105024986847&partnerID=8YFLogxK
U2 - 10.1007/978-3-658-47779-0
DO - 10.1007/978-3-658-47779-0
M3 - Book
AN - SCOPUS:105024986847
SN - 9783658477783
BT - Navigating Through the Fog of Negotiation
PB - Springer Science + Business Media
ER -