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~subject:"Emotion"
~subject:"Lieferantenmanagement"
~type_genre:"Article in journal"
~type_genre:"Konferenzbeitrag"
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Search: subject_exact:"Negotiating skills"
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Emotion
Lieferantenmanagement
Negotiation techniques
204
Verhandlungstechnik
204
Negotiations
126
Verhandlungen
126
Bargaining theory
80
Verhandlungstheorie
80
Negotiation
31
Cultural identity
20
Kulturelle Identität
20
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20
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negotiation
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Brooks, Alison Wood
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2
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Paranikas, Petros
2
Pillemer, Julianna
2
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Thomas, Stephanie P.
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Voeth, Markus
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1
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1
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Hup, Chan Sow
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Group decision and negotiation
4
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
Accounting, organizations and society : an international journal devoted to the behavioural, organizational and social aspects of accounting
2
International journal of production research
2
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
2
The journal of business & industrial marketing
2
Business ethics : a European review
1
Business horizons
1
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Industrial marketing management : the international journal for industrial and high-tech firms
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International journal of auditing : IJA
1
International journal of physical distribution & logistics management : IJPD & LM
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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Journal of business economics : JBE
1
Journal of business research : JBR
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Journal of operations management
1
Small business economics : an entrepreneurship journal
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The accounting review : a publication of the American Accounting Association
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The journal of personal selling & sales management : JPSSM
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The journal of supply chain management : a global review of purchasing and supply
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ECONIS (ZBW)
32
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1
Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Mayer, Markus
;
Voeth, Markus
- In:
Journal of business economics : JBE
92
(
2022
)
2
,
pp. 163-196
Persistent link: https://www.econbiz.de/10013187195
Saved in:
2
Time for change? : scenario analysis on buyer-seller negotiations
Haggenmüller, Sandra
;
Oehlschläger, Patricia
;
Herbst, Uta
- In:
The journal of business & industrial marketing
38
(
2023
)
5
,
pp. 1215-1242
Persistent link: https://www.econbiz.de/10014276762
Saved in:
3
Emotional deception in negotiation
Kang, Polly
;
Schweitzer, Maurice E.
- In:
Organizational behavior and human decision processes : …
173
(
2022
),
pp. 1-15
Persistent link: https://www.econbiz.de/10013535645
Saved in:
4
ABC cost driver framing and altering the balance of power in customer-supplier negotiations
Chang, Linda J.
- In:
The accounting review : a publication of the American …
97
(
2022
)
6
,
pp. 149-171
Persistent link: https://www.econbiz.de/10013499093
Saved in:
5
The influence of relationship partners on client managers’ negotiation positions
Dodgson, Mary Kate
;
Agoglia, Christopher P.
;
Bennett, …
- In:
Accounting, organizations and society : an …
92
(
2021
),
pp. 1-13
Persistent link: https://www.econbiz.de/10013271029
Saved in:
6
Negotiation as a function in supply chain transactions
Stelzer, Alexander
- In:
Expert journal of business and management
5
(
2017
)
2
,
pp. 61-67
Persistent link: https://www.econbiz.de/10011749815
Saved in:
7
Perception differences between buyer and supplier : the effect of agent negotiation styles
Su, Hung-Chung
;
Chen, Yi-Su
;
Ro, Young Kyun
- In:
International journal of production research
55
(
2017
)
19/20
,
pp. 6067-6083
Persistent link: https://www.econbiz.de/10011724361
Saved in:
8
The negotiation scorecard : a planning tool in business and industrial marketing
Fleming, David E.
;
Hawes, Jon M.
- In:
The journal of business & industrial marketing
32
(
2017
)
4
,
pp. 519-524
Persistent link: https://www.econbiz.de/10011691667
Saved in:
9
Ups and downs : emotional dynamics in negotiations and their effects on (in)equity
Griessmair, Michele
- In:
Group decision and negotiation
26
(
2017
)
6
,
pp. 1061-1090
Persistent link: https://www.econbiz.de/10011778407
Saved in:
10
A model of negotiation issue-based tactics in business-to-business sales negotiations
Geiger, Ingmar
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 91-106
Persistent link: https://www.econbiz.de/10011738392
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