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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
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The use of game theory for making rational decisions in business negotiations : a conceptual model
Peleckis, Kęstutis - In: Entrepreneurial business and economics review : EBER 3 (2015) 4, pp. 105-121
Persistent link: https://www.econbiz.de/10011560085
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Group decision & negotiation in strategy making
Eden, Colin; Ackermann, Fran - 2000
Persistent link: https://www.econbiz.de/10001519177
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Support theory in negotiation : how unpacking aspirations and alternatives can improve negotiation performance
Haselhuhn, Michael P. - In: Journal of behavioral decision making 28 (2015) 1, pp. 1-13
Persistent link: https://www.econbiz.de/10011293381
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Importance of communication in negotiation process
Tofan, Cezarina Adina - In: Inventi impact: SMEs (2019) 2, pp. 80-90
Persistent link: https://www.econbiz.de/10012288246
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Applying system dynamics to a negotiation diagram
Sánchez-García, Jacqueline Y.; López-Hernández, Carlos - In: Strategy, power and CSR : practices and challenges in …, (pp. 85-99). 2020
Persistent link: https://www.econbiz.de/10012263581
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How do I tell you what I want? : agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes
Wachowicz, Tomasz; Kersten, Gregory E.; Roszkowska, Ewa - In: Operational research : an international journal 19 (2019) 4, pp. 993-1032
Persistent link: https://www.econbiz.de/10012129529
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Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
Brett, Jeanne M. - 2007 - 2. ed.
Persistent link: https://www.econbiz.de/10013531525
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Perspectives in teaching negotiation skills to business students
Ciortescu, Elena - In: Review of economic studies and research Virgil Madgearu 12 (2019) 2, pp. 11-12
Persistent link: https://www.econbiz.de/10012422618
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International business negotiation strategies based on bargaining power assessment : the case of attracting investments
Peleckis, Kęstutis - In: Journal of business economics and management 17 (2016) 6, pp. 882-900
Persistent link: https://www.econbiz.de/10011625912