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Why Dick and Jane don't ask : getting past initiation barriers in negotiations
Volkema, Roger J. - In: Business horizons 52 (2009) 6, pp. 595-604
Persistent link: https://www.econbiz.de/10003905848
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Unifying principles of organizational behavior
Volkema, Roger J. - In: Journal of the Academy of Business Education : JABE 11 (2010) 2, pp. 70-92
Persistent link: https://www.econbiz.de/10008858778
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East-West differences in "tricky" tactics : a comparison of the tactical preferences of Chinese and Australian negotiators
Rivers, Cheryl; Volkema, Roger J. - In: Journal of business ethics : JOBE 115 (2013) 1, pp. 17-31
Persistent link: https://www.econbiz.de/10009785886
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Dancing on the slippery slope : the effects of appropriate versus inappropriate competitive tactics on negotiation process and outcome
Fleck, Densie; Volkema, Roger J.; Pereira, Sergio - In: Group decision and negotiation 25 (2016) 5, pp. 873-899
Persistent link: https://www.econbiz.de/10011549328
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From restaurants to board rooms : how initiating negotiations teaches management principles and theory
Volkema, Roger J.; Kapoutsis, Ilias - In: Journal of management education : a publication of the … 40 (2016) 1, pp. 76-101
Persistent link: https://www.econbiz.de/10011505010
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Initiating negotiations : the role of Machiavellianism, risk propensity, and bargaining power
Kapoutsis, Ilias; Volkema, Roger J.; Nikopoulos, Andreas G. - In: Group decision and negotiation 22 (2013) 6, pp. 1081-1101
Persistent link: https://www.econbiz.de/10010192695
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Factors affecting desire to negotiate again
Fleck, Denise; Volkema, Roger J.; Pereira, Sergio; … - In: Journal of managerial psychology 32 (2017) 1, pp. 16-29
Persistent link: https://www.econbiz.de/10011694596