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Gender and persistence in negotiation : a dyadic perspective
Bowles, Hannah Riley; Flynn, Francis - In: Academy of Management journal : AMJ 53 (2010) 4, pp. 769-787
Persistent link: https://www.econbiz.de/10008657202
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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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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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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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The impact of deceitful tendencies, relativism and opportunism on negotiation tactics : a comparative study of US and Belgian managers
Khatib, Jamal A. al-; Malshe, Avinash; Sailors, John J.; … - In: European journal of marketing : EJM 45 (2011) 1/2, pp. 133-152
Persistent link: https://www.econbiz.de/10009007630
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A comparative study of te influence of assertiveness on negotiation outcomes in Canada and China
Ma, Zhenzhong; Jaeger, Alfred M. - In: Cross cultural management : an international journal 17 (2010) 4, pp. 333-346
Persistent link: https://www.econbiz.de/10009007876
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Extremely difficult negotiator goals : do they follow the predictions of goal-setting theory?
Miles, Edward W.; Chapman, Elizabeth F. - In: Organizational behavior and human decision processes : … 118 (2012) 2, pp. 108-115
Persistent link: https://www.econbiz.de/10009568908
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Continuity and change in Russia's climate negotiations position and strategy
Andonova, Liliana B.; Alexieva, Assia - In: Climate policy 12 (2012) 5, pp. 614-629
Persistent link: https://www.econbiz.de/10009569356
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India as an emerging power in international climate negotiations
Michaelowa, Katharina; Michaelowa, Axel - In: Climate policy 12 (2012) 5, pp. 575-590
Persistent link: https://www.econbiz.de/10009569369
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Determinants of bargaining success in the climate change negotiations
Weiler, Florian - In: Climate policy 12 (2012) 5, pp. 552-574
Persistent link: https://www.econbiz.de/10009569375