{"product_id":"9783658477783","title":"Navigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points","description":"\u003ch1\u003eNavigating Through the Fog of Negotiation: An Investigation of How Negotiators Use Reference Points\u003c\/h1\u003e \u003ch2\u003eMann, Michel\u003c\/h2\u003e \u003cp\u003e\u003c\/p\u003e\u003cp class=\"MsoNormal\"\u003e\u003ca style=\"mso-comment-reference: MM_1; mso-comment-date: 20250212T1528;\"\u003e\u003cspan lang=\"EN-US\" style=\"font-size: 11.0pt; font-family: 'Calibri','sans-serif'; mso-fareast-font-family: 'PT Sans'; mso-ansi-language: EN-US;\"\u003eNegotiations \u003c\/span\u003e\u003c\/a\u003e\u003cspan class=\"MsoCommentReference\"\u003e\u003cspan lang=\"DE\" style=\"font-size: 8.0pt;\"\u003e\u003c!--[endif]--\u003e\u003c\/span\u003e\u003c\/span\u003e\u003cspan lang=\"EN-US\" style=\"font-size: 11.0pt; font-family: 'Calibri','sans-serif'; mso-fareast-font-family: 'PT Sans'; mso-ansi-language: EN-US;\"\u003eare 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?\u003c\/span\u003e\u003c\/p\u003e\n\u003cp class=\"MsoNormal\"\u003e\u003cspan lang=\"EN-US\" style=\"font-size: 11.0pt; font-family: 'Calibri','sans-serif'; mso-fareast-font-family: 'PT Sans'; mso-ansi-language: EN-US;\"\u003eThis 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\u003c\/span\u003e\u003cspan lang=\"EN-US\" style=\"mso-ansi-language: EN-US;\"\u003e—\u003c\/span\u003e\u003cspan lang=\"EN-US\" style=\"font-size: 11.0pt; font-family: 'Calibri','sans-serif'; mso-fareast-font-family: 'PT Sans'; mso-ansi-language: EN-US;\"\u003eessential knowledge for researchers, professionals and anyone aiming to negotiate more effectively.\u003c\/span\u003e\u003c!-- [if !supportAnnotations]--\u003e\u003c!--[endif]--\u003e\u003c\/p\u003e \u003ch3\u003eDetails\u003c\/h3\u003e \u003cp\u003ePublished by: Springer Gabler\u003c\/p\u003e \u003cp\u003ePublication Date: 2025-04-24\u003c\/p\u003e \u003cp\u003eFormat: Paperback\u003c\/p\u003e \u003cp\u003eISBN-13: 9783658477783\u003c\/p\u003e \u003cp\u003eDOI: 10.1007\/978-3-658-47779-0\u003c\/p\u003e \u003cp\u003eDimensions: 210cm x148cm\u003c\/p\u003e \u003cp\u003ePages: 150\u003c\/p\u003e ","brand":"Springer Fachmedien Wiesbaden","offers":[{"title":"Default Title","offer_id":45386917019788,"sku":"9783658477783","price":98.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0710\/9545\/1788\/files\/9783658477783.jpg?v=1776097488","url":"https:\/\/fh90cf-fv.myshopify.com\/products\/9783658477783","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}