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Which negotiation strategies are effective under different time pressure conditions? When and how should negotiators focus value creation and claiming? Using context-dependent content analysis, these and related questions are investigated experimentally for negotiations with interim contracts. Results suggest several precursors for individual and dyad success: Focusing integration of interests early and symmetrically, claiming value covertly, and aligning on process. Also, evidence for behavioral patterns in the form of lock-in, matching and adapting strategy to interim outcomes is gathered.
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Negotiations with Interim Contracts, Konstantin Barrmeyer
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- Publicado en
- 2017
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