Voeth, Markus; Lenzing, Aline Christiane - In: Journal of Business & Industrial Marketing 32 (2017) 4, pp. 541-552
Purpose Renegotiations not only promise an economically relevant improvement of the original negotiation outcome for the communicator of the demand but also imply a potential threat to the business relationship. The purpose of this paper is to examine the impact of renegotiations in detail and...