Category - Alexander STELZER

Institute for Global and Future Markets, Innsbruck, Austria

Alexander STELZER

Decision Making and Negotiation Processes in the Food Trade

This scientific study focuses on the economic and especially the psychosocial factors of success in negotiation processes between buyers (procurers) and suppliers (producers) in the food trade. In particular, it examines the economic and mental satisfaction in the decision-making and in the negotiation processes for efficient food supply. It studies primarily transparency in addition to the Harvard concept at annual meetings (or during the year) favoring a satisfactory result for both negotiators. In a structural equation model, the Harvard negotiating points are brought together with transparency in communication, in terms of successful economic experiences and socio-mental satisfaction.

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Alexander STELZER

Global Leadership and Organizational Change from Past to Now

Organizational theory and organizational research (namely, organizational behavior), have the purpose of organizations – to explain and understand – their origin, their existence and their functioning. Therefore, I try in my work, different approaches to take up. To this end, I chose different books and articles to explain and expand the knowledge on this subject.

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