International stehen Forderungen im Raum, wirtschafts- und unternehmens-ethische Inhalte in die Managerausbildung zu integrieren. Der Beitrag ent-wickelt aus ordonomischer Sicht zwei Argumente, warum es im Interesse der Betriebswirtschaftslehre liegt, diese Forderungen konstruktiv aufzugreifen....

Recently, innovation and internationalization strategies have explained firm success. Some authors argue that innovation settles internationalization while some others point that internationalization settles the firm’s innovation level. This work unifies these theories, arguing that both...

This paper investigates the effect of decision-makers'culture on their implicit choice of how to make decisions. In a content analysis of major decisions described in American and Chinese twentieth-century novels, we test a series of hypotheses based on prior theoretical and empirical...

1998 befragte das ifo-Institut für Wirtschaftsforschung über 1000 Industrieunternehmen des verarbeitenden Gewerbes zu den Entwicklungstendenzen der strategischen Unternehmensplanung und Unternehmensführung in Deutschland. Der vorliegende Beitrag stützt sich massgeblich auf das Buch...

The following sections are included:The Role of Gender in NegotiationSummary

The following sections are included:The ProblemDiagnosisA Strategy to Build CooperationTactics: Applying the Core Concerns FrameworkPreliminary EvaluationSummary

Negotiations take place in a wide array of forms, whether to resolve a dispute, get a better deal, or find new solutions that neither party could realize on their own. The first, and often the most important step toward successful negotiation is planning and preparation. According to Thompson...

When thinking about the two terms “creativity” and “negotiation,” common sense seems to say that those two do not go together well. However, as we will argue below, common sense is not a good counselor in this case. In this chapter, we illustrate that creativity plays a key role in...

The following sections are included:IntroductionDefinition of Negotiation StrategyBasic Negotiation Strategies3D NegotiationNegotiauctionsWhen Not to NegotiateConclusion

Negotiation is one of the most important aspects of selling and buying (Neslin and Greenhalgh, 1983) and is a very effective marketing vehicle (Roman and Iacobucci, 2010). The negotiations conducted while carrying out a sale involve two parties, a seller and a buyer, interacting voluntarily to...