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Bargaining : power, tactics, and outcomes
Bacharach, Samuel B.; Lawler, Edward J. - 1981 - 1. ed.
Persistent link: https://www.econbiz.de/10000053021
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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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Negotiation power and the impact of gender differences
Zulauf, Karin; Wagner, Ralf - In: Businesses 1 (2021) 3, pp. 205-213
This study focuses on the intersection of power and gender in negotiations, which is seldom challenged in previous research. In an experiment with 72 negotiators, we consider issue authority as a proxy of power in negotiations and investigate how different power allocations affect the...
Persistent link: https://www.econbiz.de/10012803508
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Negotiation and the global information economy
Singh, J. P. - 2008
Persistent link: https://www.econbiz.de/10003728717
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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
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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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Negotiations with side-deals
Baliga, Sandeep; Serrano, Roberto - 1995
Persistent link: https://www.econbiz.de/10000151778
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Ökonomische Theorie der Verhandlungen : eine Einführung
Holler, Manfred J. - 1985
Persistent link: https://www.econbiz.de/10000009856
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Chinese commercial negotiating style
Pye, Lucian W. - 1982
Persistent link: https://www.econbiz.de/10000011931
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Repair negotiation in EFL learner dyads
Jacobs, Geert; Cuyckens, Hubert - In: Economically speaking : essays in honour of Chris Braecke, (pp. 61-73). 2007
Persistent link: https://www.econbiz.de/10003638335