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~subject:"Selling"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Guidebook"
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Search: subject_exact:"Negotiation techniques"
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Selling
Verhandlungstechnik
234
Negotiation techniques
225
Negotiations
133
Verhandlungen
133
Bargaining theory
78
Verhandlungstheorie
78
Negotiation
30
Lieferantenmanagement
21
Supplier relationship management
21
Cultural identity
20
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negotiation
12
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Geiger, Ingmar
2
Balakrishnan, P. V.
1
Bechter, Clemens
1
Boyer, Stefanie L.
1
Braun, Gerold
1
Hüffmeier, Joachim
1
Jap, Sandy D.
1
Mayer, Markus
1
Patton, Charles
1
Saxer, Umberto
1
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Industrial marketing management : the international journal for industrial and high-tech firms
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
International journal of electronic marketing and retailing : IJEMR
1
Journal of business economics : JBE
1
Journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
9
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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
The big spaces in sales negotiation research
Boyer, Stefanie L.
;
Jap, Sandy D.
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
2
,
pp. 181-192
Persistent link: https://www.econbiz.de/10013361679
Saved in:
3
"The more, the merrier" or "less is more"? : how the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes
Geiger, Ingmar
;
Hüffmeier, Joachim
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 90-105
Persistent link: https://www.econbiz.de/10012285137
Saved in:
4
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
Saved in:
5
Digital sales negotiation stories
Bechter, Clemens
;
Swierczek, Frederic William
- In:
International journal of electronic marketing and …
6
(
2015
)
3
,
pp. 165-178
Persistent link: https://www.econbiz.de/10011523736
Saved in:
6
Negotiating when outnumbered : agenda strategies for bargaining with buying teams
Patton, Charles
;
Balakrishnan, P. V.
- In:
International journal of research in marketing : IJRM ; …
29
(
2012
)
3
,
pp. 280-291
Persistent link: https://www.econbiz.de/10009613715
Saved in:
7
Special section on enhancing sales force productivity
In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 46-82
Persistent link: https://www.econbiz.de/10003960745
Saved in:
8
Verhandeln in Einkauf und Vertrieb : mit System zu besseren Konditionen und mehr Profit
Braun, Gerold
-
2008
-
1. Aufl.
Persistent link: https://www.econbiz.de/10003516910
Saved in:
9
Verkaufen wo andere aufgeben
Saxer, Umberto
(
contributor
)
-
2008
Persistent link: https://www.econbiz.de/10009544547
Saved in:
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