negotiations in the procurement stage. Findings – The critical events show that problems of understanding arise due to risk … the project context are behind the development of problems of understanding. Practical implications – Negotiations develop …

business professionals. The paper emphasizes face-to-face interaction more so than internet negotiations since relationship … before making any major deals. As such, traditional means of negotiations are preferred. Also, it should be noted that … local norms prior to undertaking any major negotiations. It is best to negotiate through face-to-face format with one …

conditions that facilitate manipulation by subclinical psychopaths and Machiavellians during negotiations of contract term length …

-seller negotiations in the industrial goods sector; formulate propositions predicting behaviors of empowered buyers, avoidant buyers and …-seller negotiations and communication in industrial buyer-seller bargaining interactions. Findings – The more expensive an industrial …