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Toward a syncretic relationa bridge in negotiation : seller's role in driving buyer's value proposition
Bhagat, Parimal; Byramjee, Framarz; Lhota, Kevin - In: Journal of international business and economics : JIBE 20 (2020) 2, pp. 71-77
Persistent link: https://www.econbiz.de/10013161511
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Buyer-seller negotiation in consumer markets : an intention congruence approach
Shehryar, Omar - In: Journal of consumer marketing 40 (2023) 7, pp. 801-814
Persistent link: https://www.econbiz.de/10014471122
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Pay to walk away : prevention buyers prefer to avoid negotiation
Shalvi, Shaul; Reijseger, Gaby; Handgraaf, Michel J. J.; … - In: Journal of economic psychology : research in economic … 38 (2013), pp. 40-49
Persistent link: https://www.econbiz.de/10010234276
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Bargaining with algorithms : how consumers respond to offers proposed by algorithms versus humans
Shen, Zhengyu; Jin, Liyin - In: Journal of retailing 100 (2024) 3, pp. 345-361
Persistent link: https://www.econbiz.de/10015065316
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"Let's make a deal" : price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
Holmes, Yvette M.; Beitelspacher, Lauren Skinner; … - In: Journal of business research : JBR 78 (2017), pp. 81-92
Persistent link: https://www.econbiz.de/10011736241
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Is it sometimes better to receive than to give? : preferences for receiver roles over proposer roles in consumer behavior ultimatums
Conlon, Donald E.; Tinsley, Catherine H.; Birk, Samuel J.; … - In: Organizational behavior and human decision processes : … 119 (2012) 1, pp. 64-77
Persistent link: https://www.econbiz.de/10009580565
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Buying Status : Experimental Evidence on Status in Negotiation
Eckel, Catherine C. - 2011
Status is an important motivator of human behavior. This article examines the extent to which people are willing to adjust their negotiating behavior in response to their opponent's status level. The results of a series of experiments on the effect of status on student subjects' negotiating...
Persistent link: https://www.econbiz.de/10013122609
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Perceptions of Fairness in Negotiation
Welsh, Nancy - 2018
In all of negotiation, there is no bigger trap than "fairness." This chapter from the Negotiator's Fieldbook explains … favor them. This often creates a bitter element in negotiation, as each party proceeds from the unexamined assumption that … its standpoint is the truly fair one. For a negotiation to end well, it is imperative for both parties to assess the …
Persistent link: https://www.econbiz.de/10012906870
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Pricing with bargain hunting consumers
Gentry, Matthew; Pesendorfer, Martin - In: Games and economic behavior 129 (2021), pp. 549-569
Persistent link: https://www.econbiz.de/10012819906
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An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations
Yu, Bo; Kersten, Gregory E.; Vahidov, Rustam - In: Electronic markets : EM ; the international journal of … 32 (2022) 1, pp. 217-237
Persistent link: https://www.econbiz.de/10013271762