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The rhythm of the deal : negotiation as a dance
Schlie, Erik H.; Young, Mark A. - 2008
dance. We will see that both the content and the process of negotiation can change dramatically once when we think of … bargaining as an aesthetic activity which provides intrinsic joy as well as extrinsic benefits. In such a dance, there is plenty … harmonious. We identify many forms of dance in negotiation, and explore three: the dance of positioning, where passions and …
Persistent link: https://www.econbiz.de/10010357568
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A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone, Eric; O'Connor, Kathleen M. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 18-25
Persistent link: https://www.econbiz.de/10010404482
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Renegotiating public-private partnerships
Sarmento, Joaquim Miranda; Renneboog, Luc - In: Journal of multinational financial management 59 (2021), pp. 1-19
Persistent link: https://www.econbiz.de/10012794674
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Benevolent mediation in the shadow of conflict
Canidio, Andrea; Esteban Marquillas, Joan María - 2018
Persistent link: https://www.econbiz.de/10011875623
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Dispositional and situational factors on bargaining concession rates and outcomes : predictive power of NIMBuS : an integrated model of buyer-seller negotiations
Liu, Ben Shaw-ching; Balakrishnan, P. V. (Sundar) - In: Journal of personal selling & sales management : JPSSM 42 (2022) 3, pp. 291-314
Persistent link: https://www.econbiz.de/10013361694
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Market power in bilateral oligopoly markets with nonexpandable infrastructures
Funaki, Yukihiko; Houba, Harold; Motchenkova, Evgenia - 2012
Persistent link: https://www.econbiz.de/10010190984
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Market power in bilateral oligopoly markets with non-expandable infrastructures
Funaki, Yukihiko; Houba, Harold; Motchenkova, Evgenia - 2019 - This version: September 2019
. Maximal fees also arise from a negotiation model that extends price competition to price-fee competition. Competition in both …
Persistent link: https://www.econbiz.de/10012102999
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Soft budgets and renegotiations in public-private partnerships : theory and evidence
Engel, Eduardo; Fischer, Ronald; Galetovic P., Alexander - 2015
Persistent link: https://www.econbiz.de/10011341244
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The impact of concession patterns on negotiations : when and why decreasing concessions lead to a distributive disadvantage
Tey, Kian Siong; Schaerer, Michael; Madan, Nikhil; … - In: Organizational behavior and human decision processes : … 165 (2021), pp. 153-166
Persistent link: https://www.econbiz.de/10012610390
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Renegotiating public-private partnerships
Sarmento, Joaquim Miranda; Renneboog, Luc - 2017
Persistent link: https://www.econbiz.de/10011623993