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Sozialpsychologie
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ECONIS (ZBW)
175
USB Cologne (EcoSocSci)
4
EconStor
3
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1
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
Saved in:
2
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
Saved in:
3
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
Saved in:
4
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
Saved in:
5
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
Saved in:
6
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
Saved in:
7
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
Saved in:
8
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
Saved in:
9
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
Saved in:
10
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
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