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首页> 外文期刊>Journal of Business Research >The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis
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The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis

机译：谈判的DNA作为一套理论概念：理论和实证分析

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摘要

This study examines the factors and the processes that contribute to a satisfying outcome for negotiations. Based on a set theoretic framework, the authors investigated managers from various countries in terms of their approach to negotiation. The fuzzy set qualitative comparative analysis (fsQCA) uses detailed data on preparation, information exchange, persuasion, creativity in problem solving and overcoming deadlocks, break-up behavior, as well as how to achieve a satisfying outcome, to test the joint sets of successful outcomes. The implications of these results are relevant for practitioners and future research and highlight necessary and sufficient conditions for a successful negotiation outcome. Crown Copyright (C) 2016 Published by Elsevier Inc. All rights reserved.
机译：这项研究检查了有助于达成令人满意的谈判结果的因素和过程。作者基于既定的理论框架，对各国经理进行谈判的方式进行了调查。模糊集定性比较分析（fsQCA）使用有关准备，信息交流，说服力，解决问题的创造力和克服僵局，分手行为以及如何获得令人满意的结果的详细数据，以测试成功的联合集合结果。这些结果的含义与从业者和未来的研究有关，并强调了成功谈判结果的必要和充分条件。 Crown版权所有（C）2016，由Elsevier Inc.保留。保留所有权利。

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