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person:"Dale, Jim"
~person:"Caputo, Andrea"
~person:"Ma, Zhenzhong"
~person:"Malshe, Avinash"
~person:"Paranikas, Petros"
~person:"Prime, Nathalie"
~type_genre:"Article in journal"
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Search: subject_exact:"Verhandlungstaktik"
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Negotiation techniques
13
Verhandlungstechnik
13
Negotiations
9
Verhandlungen
9
Cultural identity
5
Kulturelle Identität
5
Cross-cultural management
4
Interkulturelles Management
4
Bargaining theory
3
China
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Comparison
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Culture
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USA
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Lieferantenmanagement
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Negotiation team
2
Personality psychology
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Persönlichkeitspsychologie
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Supplier relationship management
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Team
2
Additive composition model
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B-to-B-Marketing
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Bargaining power
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Behavioral adaptation
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Dale, Jim
Caputo, Andrea
Ma, Zhenzhong
Malshe, Avinash
Paranikas, Petros
Prime, Nathalie
Brett, Jeanne M.
5
Geiger, Ingmar
5
Herbst, Uta
5
Khatib, Jamal A. al-
4
Voeth, Markus
4
Wilken, Robert
4
Brooks, Alison Wood
3
Jacob, Frank
3
Malhotra, Deepak
3
Miles, Edward W.
3
Vesterlund, Lise
3
Wachowicz, Tomasz
3
Zhang, Zhi-Xue
3
Adair, Wendi L.
2
Al-Habib, Mohammed I.
2
Aykac, Tayfun
2
Baber, William W.
2
Belz, Dan
2
Benetti, Sara
2
Bennett, G. Bradley
2
Bogari, Naima
2
Bowles, Hannah Riley
2
Chang, Linda J.
2
Chapman, Elizabeth F.
2
Cheng, Mandy Man-sum
2
Eklinder-Frick, Jens
2
Hughes, Jonathan
2
Hüffmeier, Joachim
2
Kennedy, Jessica A.
2
Kray, Laura J.
2
Lax, David A.
2
Leary, Kimberlyn
2
Manrodt, Karl B.
2
Ogliastri Uribe, Enrique
2
Peleckis, Kęstutis
2
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International business review : the official journal of the European International Business Academy
2
Cross cultural management : an international journal
1
European journal of marketing : EJM
1
Group decision and negotiation
1
Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
Journal of business ethics : JOBE
1
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of management & organization : JMO
1
The journal of business & industrial marketing
1
World review of entrepreneurship, management and sustainable development
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ECONIS (ZBW)
13
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1
Distributive/integrative negotiation strategies in cross-cultural contexts : a comparative study of the USA and Italy
Benetti, Sara
;
Ogliastri Uribe, Enrique
;
Caputo, Andrea
- In:
Journal of management & organization : JMO
27
(
2021
)
4
,
pp. 786-808
Persistent link: https://www.econbiz.de/10012656771
Saved in:
2
The relationship between cultural values, cultural intelligence and negotiation styles
Caputo, Andrea
;
Ayoko, Oluremi B.
;
Amoo, Nii
;
Menke, …
- In:
Journal of business research : JBR
99
(
2019
),
pp. 23-36
Persistent link: https://www.econbiz.de/10012023403
Saved in:
3
Uscio e bottega : an exploratory study on conflict management and negotiation during family business succession in Tuscany
Caputo, Andrea
;
Zarone, Vincenzo
- In:
World review of entrepreneurship, management and …
15
(
2019
)
1/2
,
pp. 202-225
Persistent link: https://www.econbiz.de/10012027581
Saved in:
4
Why teams achieve higher negotiation profits than individuals : the mediating role of deceptive tactics
Aykac, Tayfun
;
Wilken, Robert
;
Jacob, Frank
;
Prime, Nathalie
- In:
The journal of business & industrial marketing
32
(
2017
)
4
,
pp. 567-579
Persistent link: https://www.econbiz.de/10011692418
Saved in:
5
Can outnumbered negotiators succeed? The case of intercultural business negotiations
Dinkevych, Elena
;
Wilken, Robert
;
Aykac, Tayfun
;
Jacob, …
- In:
International business review : the official journal of …
26
(
2017
)
3
,
pp. 592-603
Persistent link: https://www.econbiz.de/10011712315
Saved in:
6
Wie Sie mit mächtigen Lieferanten verhandeln
Paranikas, Petros
;
Whiteford, Grace Puma
;
Tevelson, Bob
; …
- In:
Harvard-Business-Manager : das Wissen der Besten
38
(
2016
)
2
,
pp. 52-59
Persistent link: https://www.econbiz.de/10011535139
Saved in:
7
Confucian ideal personality and Chinese business negotiation styles : an indigenous perspective
Ma, Zhenzhong
;
Dong, Weiwei
;
Wu, Jie
;
Liang, Dapeng
; …
- In:
Group decision and negotiation
24
(
2015
)
3
,
pp. 383-400
Persistent link: https://www.econbiz.de/10010532950
Saved in:
8
How to negotiate with powerful suppliers
Paranikas, Petros
;
Whiteford, Grace Puma
;
Tevelson, Bob
; …
- In:
Harvard business review : HBR
93
(
2015
)
7/8
,
pp. 90-96
Persistent link: https://www.econbiz.de/10011297552
Saved in:
9
The ambiguous role of cultural moderators in intercultural business negotiations
Wilken, Robert
;
Jacob, Frank
;
Prime, Nathalie
- In:
International business review : the official journal of …
22
(
2013
)
4
,
pp. 736-753
Persistent link: https://www.econbiz.de/10009758053
Saved in:
10
The impact of deceitful tendencies, relativism and opportunism on negotiation tactics : a comparative study of US and Belgian managers
Khatib, Jamal A. al-
;
Malshe, Avinash
;
Sailors, John J.
; …
- In:
European journal of marketing : EJM
45
(
2011
)
1/2
,
pp. 133-152
Persistent link: https://www.econbiz.de/10009007630
Saved in:
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