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Business-to-Business negotiations : the role of relativism, deceit, and opportunism
Malshe, Avinash; Khatib, Jamal A. al-; Sailors, John J. - In: Journal of business-to-business marketing 17 (2010) 2, pp. 173-207
Persistent link: https://www.econbiz.de/10003991864
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The impact of deceitful tendencies, relativism and opportunism on negotiation tactics : a comparative study of US and Belgian managers
Khatib, Jamal A. al-; Malshe, Avinash; Sailors, John J.; … - In: European journal of marketing : EJM 45 (2011) 1/2, pp. 133-152
Persistent link: https://www.econbiz.de/10009007630
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The impact of deceitful tendencies, relativism and opportunism on negotiation tactics: a comparative study of US and Belgian managers
Al‐Khatib, Jamal A.; Malshe, Avinash; Sailors, John J.; … - In: European Journal of Marketing 45 (2011) 1/2, pp. 133-152
Purpose – The purpose of this paper is to compare the antecedents of opportunism and its effect on unethical negotiation tactics among US and Belgian managers. Design/methodology/approach – Samples of managers in both countries are surveyed and cross‐country analysis using multi‐group...
Persistent link: https://www.econbiz.de/10014722708