Das Performance-Ziel-Dilemma in Business-Verhandlungen – Wie können Unternehmen die Ziel-Ausrichtung ihrer Verhandlungsakteure optimieren?

Herbst, and Ortmann,

Die Unternehmung - Swiss Journal of Business Research and Practice, 2018, vol. 72, issue 1, 68-86

Abstract: The kind of outcome negotiators pursue greatly depends on the negotiators’ goal orientation. A learning goal orientation (LGO), as opposed to a performance goal orientation (PGO), leads to the ability of negotiators to find solutions that increase both their own and the joint negotiation outcome. Therefore, the goal of our study is to analyze how companies can influence the goal orientation of their negotiators. The results show that situational factors of business negotiations can have a differentiated influence on LGO and PGO, which is why companies must control these situational factors in order to increase the LGO of their negotiators and thus increase outcomes.

Date: 2018
References: Add references at CitEc
Citations:

Downloads: (external link)
https://www.nomos-elibrary.de/10.5771/0042-059X-2018-1-68 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:nms:untern:10.5771/0042-059x-2018-1-68

Ordering information: This journal article can be ordered from
Nomos Verlagsgesellschaft mbH & Co. KG, Waldseestraße 3-5, 76530 Baden-Baden, Germany
https://www.nomos-sh ... w.aspx?product=13597

DOI: 10.5771/0042-059X-2018-1-68

Access Statistics for this article

Die Unternehmung - Swiss Journal of Business Research and Practice is currently edited by Prof. Dr. Artur Baldauf, Universität Bern, Prof. Dr. Manfred Bruhn, Universität Basel, Prof. Dr. Pascal Gantenbein, Universität Basel (geschäftsführend), Prof. Dr. Markus Gmür, Universität Fribourg, Prof. Dr. Klaus Möller, Universität St. Gallen, Prof. Dr. Günter Müller-Stewens, Universität St. Gallen, Prof. Dr. Dr. h.c. Margit Osterloh, Universität Zürich, Prof. Dr. Dieter Pfaff, Universität Zürich and Prof. Dr. Martin Wallmeier, Universität Fribourg

More articles in Die Unternehmung - Swiss Journal of Business Research and Practice from Nomos Verlagsgesellschaft mbH & Co. KG
Bibliographic data for series maintained by Nomos Verlagsgesellschaft mbH & Co. KG ().