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The impact of relationship history on negotiation strategy expectations : a theoretical framework
Thomas, Stephanie P.; Manrodt, Karl B.; Eastman, … - In: International journal of physical distribution & … 45 (2015) 8, pp. 794-813
Persistent link: https://www.econbiz.de/10011418073
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Confucian ideal personality and Chinese business negotiation styles : an indigenous perspective
Ma, Zhenzhong; Dong, Weiwei; Wu, Jie; Liang, Dapeng; … - In: Group decision and negotiation 24 (2015) 3, pp. 383-400
Persistent link: https://www.econbiz.de/10010532950
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When an intercultural business negotiation fails : comparing the emotions and behavioural tendencies of individualistic and collectivistic negotiatiors
Luomala, Harri T.; Kumar, Rajesh; Singh, J. D.; … - In: Group decision and negotiation 24 (2015) 3, pp. 537-561
Persistent link: https://www.econbiz.de/10010533297
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Emotional intelligence and negotiation outcomes : mediating effects of rapport, negotiation strategy, and judgment accuracy
Kim, Kihwan; Cundiff, Nicole L.; Choi, Sukbong - In: Group decision and negotiation 24 (2015) 3, pp. 477-493
Persistent link: https://www.econbiz.de/10010533306
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Same power but different goals : how does knowledge of opponents' power affect negotiators' aspiration in power-asymmetric negotiations?
Wong, Ricky S. - In: Global journal of business research : GJBR 8 (2014) 3, pp. 77-89
Persistent link: https://www.econbiz.de/10010361390
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"I am disgusted by your proposal" : the effects of a strategic flinch in negotiations
Fassina, Neil E.; Whyte, Glen R. - In: Group decision and negotiation 23 (2014) 4, pp. 901-920
Persistent link: https://www.econbiz.de/10010386504
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Media effects on the formation of negotiator satisfaction : the example of face-to-face and text based electronically mediated negotiations
Geiger, Ingmar - In: Group decision and negotiation 23 (2014) 4, pp. 735-763
Persistent link: https://www.econbiz.de/10010386525
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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
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The effects of auditor rotation on client management's negotiation strategies
Schmidt, Regan N.; Cross, Britney E. - In: Managerial auditing journal 29 (2014) 2, pp. 110-130
Persistent link: https://www.econbiz.de/10010344826
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Ethical negotiation values of Chinese negotiators
Hup, Chan Sow; Shing, Ng Tsz - In: Journal of business research : JBR 69 (2016) 2, pp. 823-830
Persistent link: https://www.econbiz.de/10011436298