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~person:"Wilken, Robert"
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Negotiation techniques
4
Verhandlungstechnik
4
Bargaining theory
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Negotiations
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Verhandlungen
3
Verhandlungstheorie
3
Arbeitsgruppe
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Collectivism
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Cross-cultural management
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Cross-cultural relations
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Cultural identity
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Interkulturelle Beziehungen
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Interkulturelles Management
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Kulturelle Identität
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Negotiation team
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Team
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Additive composition model
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Behavioral Accounting
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Cultural moderator
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Culture
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Deception by commission
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Deception by omission
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Deceptive negotiation tactics
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Individual negotiator
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Intercultural business negotiation
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Intercultural business negotiations
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Kultur
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Negotiation behavior
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Negotiation outcome
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Negotiation process
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Negotiation profit
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Preismanagement
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Pricing strategy
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Salespeople
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Social impact theory
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Verkaufspersonal
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Wilken, Robert
Herbst, Uta
12
Geiger, Ingmar
11
Vesterlund, Lise
10
Voeth, Markus
9
Bazerman, Max H.
6
Brett, Jeanne M.
6
Barry, Bruce
5
Lewicki, Roy J.
5
Niederle, Muriel
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Adair, Wendi L.
4
Andersen, Steffen
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Baber, William W.
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Bowles, Hannah Riley
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Exley, Christine L.
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Khatib, Jamal A. al-
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Kleinaltenkamp, Michael
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Ma, Zhenzhong
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Marx, Julie
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Saunders, David M.
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Schneider, Andrea Kupfer
4
Sebenius, James K.
4
Thompson, Leigh L.
4
Wheeler, Michael
4
Adlung, Rudolf
3
Ayoko, Oluremi B.
3
Backhaus, Klaus
3
Benoliel, Michael
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Brooks, Alison Wood
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Brown, Ashley D.
3
Caputo, Andrea
3
Curhan, Jared R.
3
De Cremer, David
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Ebner, Noam
3
Fang, Tony
3
Fisher, Roger
3
Gelfand, Michele J.
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Hall, Curtis M.
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Jacob, Frank
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Malhotra, Deepak
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International business review : the official journal of the European International Business Academy
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
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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:
2
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:
3
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:
4
Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Wilken, Robert
;
Cornelißen, Markus
;
Backhaus, Klaus
; …
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 69-82
Persistent link: https://www.econbiz.de/10003960769
Saved in:
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