Narrow search
Showing 1 - 10 of 2,248
Cover Image
The effect of negotiator creativity on negotiation outcomes in a in a bilateral negotiation
De Pauw, Ann-Sophie; Venter, David; Neethling, Kobus - 2010
Persistent link: https://www.econbiz.de/10003982312
Cover Image
Level II negotiations : helping the other side meet its "behind the table" challenges
Sebenius, James K. - 2012 - July 8, 2012 v.3.0
Persistent link: https://www.econbiz.de/10009579461
Cover Image
Entrepreneurs' negotiation behavior
Artinger, Sabrina; Vulkan, Nir; Shem-Ṭov, Yotam - In: Small business economics : an entrepreneurship journal 44 (2015) 4, pp. 737-757
Persistent link: https://www.econbiz.de/10011382238
Cover Image
When Negotiations Become Routine
Smolinski, Remigiusz - 2006
The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations … respectively. We introduce the concept of a critical skill set and argue that in repeated negotiations, it can be reduced to the …
Persistent link: https://www.econbiz.de/10012734551
Cover Image
Constituency norms facilitate unethical negotiation behavior through moral disengagement
Aaldering, Hillie; Zerres, Alfred; Steinel, Wolfgang - In: Group decision and negotiation 29 (2020) 5, pp. 969-991
Persistent link: https://www.econbiz.de/10012291100
Cover Image
How face threat sensitivity affects proactive negotiation behavior
Miles, Edward W.; Schatten, Jeff; Chapman, Elizabeth - In: Organization management journal : official journal of … 17 (2020) 1, pp. 2-14
negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if …
Persistent link: https://www.econbiz.de/10012592971
Cover Image
Effects of implicit negotiation beliefs and moral disengagement on negotiator attitudes and deceptive behavior
Tasa, Kevin; Bell, Chris M. - In: Journal of business ethics : JOBE 142 (2017) 1, pp. 169-183
Persistent link: https://www.econbiz.de/10011711665
Cover Image
The Effect of Negotiator Creativity on Negotiation Outcomes in a Bilateral Negotiation
De Pauw, Ann-Sophie; Neethling, Kobus; Venter, David - 2011
The potential implication of creativity upon negotiation remains to date ill researched. The aim of this study is to fill this gap by examining if creative negotiators are able to achieve more successful outcomes in a negotiation context with integrative potential. As such we want to contribute...
Persistent link: https://www.econbiz.de/10014194915
Cover Image
Influence of benevolence and credibility on conduct of integrative negotiation behaviours
Rahmoune, Mbarek; Alsagaf, Mohamed; Abdeltawab, Ahmad … - In: Marketing i menedžment innovacij : m&mi 14 (2023) 1, pp. 213-223
Persistent link: https://www.econbiz.de/10014282106
Cover Image
Level II Negotiations : Helping the Other Side Meet its 'Behind the Table' Challenges
Sebenius, James K. - 2012
A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations …-of-Cold-War negotiations over German reunification in which former U.S. Secretary of State, James Baker, played a key role …
Persistent link: https://www.econbiz.de/10014167655