{"product_id":"9783643908841","title":"Negotiations with Interim Contracts: Integrative and Distributive Focus Under Time Pressure","description":"Which negotiation strategies are effective under different time pressure conditions? When and how should negotiators focus value creation and claiming? Via 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. Moreover, evidence for behavioral patterns in the form of lock-in, matching and adapting strategy to interim outcomes is gathered. Dissertation. (Series: Business Management Series \/ Betriebswirtschaftliche Schriftenreihe, Vol. 90) [Subject: Economics, Business Negotiation]","brand":"Lit Verlag","offers":[{"title":"Default Title","offer_id":47052188221680,"sku":"9783643908841","price":69.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9783643908841_p0.jpg?v=1763728038","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9783643908841","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}