Bolman Pullins, Ellen; Haugtvedt, Curtis P.; Dickson, … - In: Journal of Business & Industrial Marketing 15 (2000) 7, pp. 466-478
Considers cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of individual difference effects on cooperative negotiation, an area that has received little academic attention. In doing...