Navigating Through the Fog of Negotiation An Investigation of How Negotiators Use Reference Points

Negotiations are 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?

This 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—essential knowledge for researchers, professionals and anyone aiming to negotiate more effectively.

General Rationale.- How, when, and why do Negotiators Use Reference Points?  A Qualitative Interview Study with Negotiation Practitioners.- When Control Does Not Pay Off: The Dilemma Between Trade-off Opportunities and Budget Restrictions in B2B Negotiations.- United we stand: A Principle-Based Negotiation Training for Collective Bargaining.

Michel Mann is Professor of Business Administration at the DHBW Heilbronn. In the Retail Management degree programme, he focuses on marketing and sales, in particular negotiation and influencing techniques. He also trains and advises companies and professionals on marketing and sales issues.