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Handbook of research on negotiation
Olekalns, Mara (ed.); Adair, Wendi L. (ed.) - 2013
This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. -- Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to...
Persistent link: https://www.econbiz.de/10012260715
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The impact of relationship history on negotiation strategy expectations : a theoretical framework
Thomas, Stephanie P.; Manrodt, Karl B.; Eastman, … - In: International journal of physical distribution & … 45 (2015) 8, pp. 794-813
Persistent link: https://www.econbiz.de/10011418073
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Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions
Oligastri, Enrique; Quintanilla, Carlos - In: Journal of business research : JBR 69 (2016) 2, pp. 452-458
Persistent link: https://www.econbiz.de/10011435924
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Ethical negotiation values of Chinese negotiators
Hup, Chan Sow; Shing, Ng Tsz - In: Journal of business research : JBR 69 (2016) 2, pp. 823-830
Persistent link: https://www.econbiz.de/10011436298
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Effect of concession-timing strategies in auditor-client negotiations : it matters who is using them
Sun, Yan; Tan Hun Tong; Zhang, Jixun - In: Contemporary accounting research : a journal of the … 32 (2015) 4, pp. 1489-1506
Persistent link: https://www.econbiz.de/10011442260
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The effect of deadline pressure on pre-negotiation positions : a comparison of auditors and client management
Bennett, G. Bradley; Hatifield, Richard C.; Stefaniak, Chad - In: Contemporary accounting research : a journal of the … 32 (2015) 4, pp. 1507-1528
Persistent link: https://www.econbiz.de/10011442261
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The effect of clients' auditing experience and concession-timing strategies on auditor-client negotiations
Azmi, Anna Che; Yuen Hoong Voon - In: Group decision and negotiation 25 (2016) 5, pp. 1049-1069
Persistent link: https://www.econbiz.de/10011549343
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Women ask for less (only from men) : evidence from alternating-offer bargaining in the field
Hernandez-Arenaz, Iñigo; Iriberri, Nagore - 2016
Persistent link: https://www.econbiz.de/10011550821
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Role negotiation in collaborative projects
Donaldson, Jonan - In: Cultural, behavioral, and social considerations in …, (pp. 218-234). 2016
Persistent link: https://www.econbiz.de/10011482967
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Ethical reasoning in business-to-business negotiations : evidence from relationships in the chemical industry in Germany
Moosmayer, Dirk C.; Niemand, Thomas; Siems, Florian - In: Business ethics : a European review 25 (2016) 2, pp. 128-143
Persistent link: https://www.econbiz.de/10011490007