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LITERATURVERZEICHNIS
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SUMMARY
Research question:
How does communication within the pre-negoti-
ation episode differ between German and Chinese negotiators?
Methodology:
Content analysis of a negotiation experiment
Practical implications:
The pre-negotiation episode should be used
strategically in order to influence the upcoming negotiation. Thereby,
a consensus can be favored through positive communication.
PROF. DR. UTA HERBST
Professur für Betriebswirtschaftslehre mit
dem Schwerpunkt Marketing
Universität Potsdam
E-Mail:
MARIE-CHRISTIN WEBER, M. SC.
Professur für Betriebswirtschaftslehre mit
dem Schwerpunkt Marketing
Universität Potsdam
E-Mail:
