Titelaufnahme

Titel
Identification of causes of strategy shifts in international negotiations / von Dragos-Cristian Vasilescu
VerfasserVasilescu, Dragos-Cristian
Begutachter / BegutachterinFilzmoser, Michael
Erschienen2013
UmfangX, 142 Bl. : graph. Darst.
HochschulschriftWien, Techn. Univ., Dipl.-Arb., 2014
Anmerkung
Zsfassung in dt. Sprache
SpracheEnglisch
DokumenttypDiplomarbeit
URNurn:nbn:at:at-ubtuw:1-66005 Persistent Identifier (URN)
Zugriffsbeschränkung
 Das Werk ist frei verfügbar
Dateien
Identification of causes of strategy shifts in international negotiations [2.61 mb]
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Zusammenfassung (Englisch)

In this exploratory study, causes that lead to strategy shifts during international negotiations were analyzed. Based on five cases of international negotiations, a comparative case study approach has been used in order to achieve the maximum data generating potential. By using the same method to analyze each case, the causes, negotiation shifts and consequences were identified. During the cross-case investigation, a frequency analysis was conducted to determine usage patterns for the causes identified earlier. New insights were gained by cross comparing the strategy shifts and consequences as well as comparing the results of tactics, culture and motivation from the individual cases. The generated results contain a series of fifteen propositions divided into four categories that illustrate causes for strategy shifts, predictions for when an agreement is nearby, critical judgments on specific types of negotiations and strategies that could alter the course of negotiations.