Your gain my pain? : the effects of accounting information in uncertain negotiations
Year of publication: |
December 2018
|
---|---|
Authors: | Essa, Samy A. G. ; Dekker, Henri C. ; Groot, Thomas L. |
Published in: |
Management accounting research. - Amsterdam [u.a.] : Elsevier, ISSN 1044-5005, ZDB-ID 1040541-0. - Vol. 41.2018, p. 20-42
|
Subject: | Buyer-supplier negotiations | Payoff uncertainty | Accounting information | Negotiation tactics | Negotiation outcomes | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory | Verhandlungstechnik | Negotiation techniques |
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