Narrow search
Showing 1 - 10 of 34
Cover Image
How suspicion mitigates the effect of influence tactics
Ota, Shweta S.; Srivastava, Joydeep; Koukova, Nevena T. - In: Organizational behavior and human decision processes : … 112 (2010) 1, pp. 1-10
Persistent link: https://www.econbiz.de/10003971459
Cover Image
Gender and persistence in negotiation : a dyadic perspective
Bowles, Hannah Riley; Flynn, Francis - In: Academy of Management journal : AMJ 53 (2010) 4, pp. 769-787
Persistent link: https://www.econbiz.de/10008657202
Cover Image
Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
Brooks, Alison Wood; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 43-54
Persistent link: https://www.econbiz.de/10009007195
Cover Image
Power and deception in ultimatum bargaining
Koning, Lukas; Steinel, Wolfgang; Beest, Ilja van; … - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 35-42
Persistent link: https://www.econbiz.de/10009007196
Cover Image
Extremely difficult negotiator goals : do they follow the predictions of goal-setting theory?
Miles, Edward W.; Chapman, Elizabeth F. - In: Organizational behavior and human decision processes : … 118 (2012) 2, pp. 108-115
Persistent link: https://www.econbiz.de/10009568908
Cover Image
An experimental test of negotiation strategy effects on knowledge sharing intentions in buyer-supplier relationships
Thomas, Stephanie P.; Thomas, Rodney W.; Manrodt, Karl B.; … - In: The journal of supply chain management : a global … 49 (2013) 2, pp. 96-113
Persistent link: https://www.econbiz.de/10009753731
Cover Image
The impact of cultural differences on buyer-supplier negotiations : an experimental study
Ribbink, Dina; Grimm, Curtis M. - In: Journal of operations management 32 (2014) 3, pp. 114-126
Persistent link: https://www.econbiz.de/10010363990
Cover Image
Effect of concession-timing strategies in auditor-client negotiations : it matters who is using them
Sun, Yan; Tan Hun Tong; Zhang, Jixun - In: Contemporary accounting research : a journal of the … 32 (2015) 4, pp. 1489-1506
Persistent link: https://www.econbiz.de/10011442260
Cover Image
The effect of deadline pressure on pre-negotiation positions : a comparison of auditors and client management
Bennett, G. Bradley; Hatifield, Richard C.; Stefaniak, Chad - In: Contemporary accounting research : a journal of the … 32 (2015) 4, pp. 1507-1528
Persistent link: https://www.econbiz.de/10011442261
Cover Image
The effect of clients' auditing experience and concession-timing strategies on auditor-client negotiations
Azmi, Anna Che; Yuen Hoong Voon - In: Group decision and negotiation 25 (2016) 5, pp. 1049-1069
Persistent link: https://www.econbiz.de/10011549343