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The unintended consequences of headquarters' involvement indecentralized transfer price negotiations : experimental evidence
Arnold, Markus C.; Elsinger, Florian; Rankin, Frederick W. - In: Management science : journal of the Institute for … 67 (2021) 12, pp. 7912-7931
Persistent link: https://www.econbiz.de/10012815794
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Hidden persuaders : do small gifts lubricate business negotiations?
Maréchal, Michel André; Thöni, Christian - In: Management science : journal of the Institute for … 65 (2019) 8, pp. 3877-3888
Persistent link: https://www.econbiz.de/10012062831
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Asymmetric players and bargaining for profit shares in natural resource development
Anandalingam, G. - In: Management science : journal of the Institute for … 33 (1987) 8, pp. 1048-1057
Persistent link: https://www.econbiz.de/10001045640
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Implications of breach remedy and renegotiation design for innovation and capacity
Plambeck, Erica L.; Taylor, Terry A. - In: Management science : journal of the Institute for … 53 (2007) 12, pp. 1859-1871
Persistent link: https://www.econbiz.de/10003600444
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Implications of renegotiation for optimal contract flexibility and investment
Plambeck, Erica L.; Taylor, Terry A. - In: Management science : journal of the Institute for … 53 (2007) 12, pp. 1872-1886
Persistent link: https://www.econbiz.de/10003600445
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An experimental investigation of auctions and bargaining in procurement
Shachat, Jason M.; Tan, Lijian - In: Management science : journal of the Institute for … 61 (2015) 5, pp. 1036-1051
Persistent link: https://www.econbiz.de/10011284884
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Do women avoid salary negotiations? : evidence from a large-scale natural field experiment
Leibbrandt, Andreas; List, John A. - In: Management science : journal of the Institute for … 61 (2015) 9, pp. 2016-2024
Persistent link: https://www.econbiz.de/10011372474
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Organization and bargaining : sales process choice at auto dealerships
Bennett, Victor Manuel - In: Management science : journal of the Institute for … 59 (2013) 9, pp. 2003-2018
Persistent link: https://www.econbiz.de/10010194848
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Bargaining for an assortment
Aydin, Goker; Heese, H. Sebastian - In: Management science : journal of the Institute for … 61 (2015) 3, pp. 542-559
Persistent link: https://www.econbiz.de/10010505841
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Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States
Graham, John L. - In: Management science : journal of the Institute for … 40 (1994) 1, pp. 72-95
Persistent link: https://www.econbiz.de/10001155558