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A theory of support and money bargaining
Spread, Patrick - 1984 - 1. publ.
Persistent link: https://www.econbiz.de/10000587023
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Make the deal : negotiating mergers & acquisitions
Harrison, Christopher S. - 2016 - 1. Aufl.
A comprehensive introduction to today's MA strategiesMake the Dealis a direct and accessible guide to striking a powerful MA deal. Merging business, finance, and law, this insightful examination of MA strategy is designed to help you understand MA negotiations and the ways in which the final...
Persistent link: https://www.econbiz.de/10011682307
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Fighting dragons with dragons : approaches for negotiating with Chinese partners
Strutton, David; Tran, Gina A.; Taylor, David G. - In: Business horizons 56 (2013) 5, pp. 561-572
Persistent link: https://www.econbiz.de/10010125874
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Business-to-Business negotiations : the role of relativism, deceit, and opportunism
Malshe, Avinash; Khatib, Jamal A. al-; Sailors, John J. - In: Journal of business-to-business marketing 17 (2010) 2, pp. 173-207
Persistent link: https://www.econbiz.de/10003991864
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Perceptions and strategies in the negotiation process : a cross-cultural examination of USA, Vietnam and Malaysia
Ready, Kathryn J.; Tessema, Mussie T. - In: International journal of business and globalisation : IJBG 6 (2011) 2, pp. 198-216
Persistent link: https://www.econbiz.de/10008987264
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Distributive/integrative negotiation strategies in cross-cultural contexts : a comparative study of the USA and Italy
Benetti, Sara; Ogliastri Uribe, Enrique; Caputo, Andrea - In: Journal of management & organization : JMO 27 (2021) 4, pp. 786-808
Persistent link: https://www.econbiz.de/10012656771
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Knowing when to ask : the cost of leaning in
Exley, Christine L.; Niederle, Muriel; Vesterlund, Lise - 2016
Persistent link: https://www.econbiz.de/10011607896
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The logic of escalation : investigating the role of stakes in trade disputes as a lens to conflict processes
Martini, Marco - 2017
Persistent link: https://www.econbiz.de/10011823403
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The business developer's playbook : relationship selling principles and the dna of dialogue selling
Nixon, Peter - 2019
About the author -- What are you selling -- The dialogue sales process -- Relationship selling principles -- A business developer's workday - peter's top 10 worklist -- Other important sales topics -- Conclusion -- Appendix I: Relationship selling principles -- Appendix II: Dialogue puzzle --...
Persistent link: https://www.econbiz.de/10011869721