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Contract Negotiation Strategies. The Relationship between Distributive and Integrative Negotiating and their Touchpoints


Thèse de Bachelor, 2021

39 Pages, Note: 1,3


Extrait


Table of Contents

LIST OF FIGURES

LEGEND FOR FIGURES:

LIST OF ABBREVIATIONS

1 INTRODUCTION

2 LITERATURE SEARCH

3 CONCEPTUAL FRAMEWORK
3.1 Theoretical Foundations
3.2 Distributive Negotiation Strategy
3.3 Integrative Negotiation Strategy
3.4 Relationship between Integrative and Distributive Negotiating
3.5 Theoretical Touchpoints

4 RESEARCH’S EMPIRICAL FINDINGS AND THEORETICAL WORK
4.1 Experience
4.2 Goals
4.3 Fit with Sourcing Strategy, Mobility, and Type of Sacrifice
4.4 Relationships
4.5 Orientations

5 CONCLUSION

6 APPENDIX

7 LIST OF REFERENCES

Fin de l'extrait de 39 pages

Résumé des informations

Titre
Contract Negotiation Strategies. The Relationship between Distributive and Integrative Negotiating and their Touchpoints
Université
Free University of Berlin
Note
1,3
Auteur
Année
2021
Pages
39
N° de catalogue
V1022432
ISBN (ebook)
9783346424242
ISBN (Livre)
9783346424259
Langue
anglais
Mots clés
contract, negotiation, strategies, relationship, distributive, integrative, negotiating, touchpoints
Citation du texte
Niklas Rieder (Auteur), 2021, Contract Negotiation Strategies. The Relationship between Distributive and Integrative Negotiating and their Touchpoints, Munich, GRIN Verlag, https://www.grin.com/document/1022432

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