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Emotional intelligence and negotiation outcomes : mediating effects of rapport, negotiation strategy, and judgment accuracy
Kim, Kihwan; Cundiff, Nicole L.; Choi, Sukbong - In: Group decision and negotiation 24 (2015) 3, pp. 477-493
Persistent link: https://www.econbiz.de/10010533306
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The ambiguous role of cultural moderators in intercultural business negotiations
Wilken, Robert; Jacob, Frank; Prime, Nathalie - In: International business review : the official journal of … 22 (2013) 4, pp. 736-753
Persistent link: https://www.econbiz.de/10009758053
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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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"I am disgusted by your proposal" : the effects of a strategic flinch in negotiations
Fassina, Neil E.; Whyte, Glen R. - In: Group decision and negotiation 23 (2014) 4, pp. 901-920
Persistent link: https://www.econbiz.de/10010386504
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Media effects on the formation of negotiator satisfaction : the example of face-to-face and text based electronically mediated negotiations
Geiger, Ingmar - In: Group decision and negotiation 23 (2014) 4, pp. 735-763
Persistent link: https://www.econbiz.de/10010386525
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Negotiation
Lewicki, Roy J.; Saunders, David M.; Barry, Bruce - 2015 - seventh edition
Persistent link: https://www.econbiz.de/10010259530
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The impact of cultural differences on buyer-supplier negotiations : an experimental study
Ribbink, Dina; Grimm, Curtis M. - In: Journal of operations management 32 (2014) 3, pp. 114-126
Persistent link: https://www.econbiz.de/10010363990
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Simulated negotiation outcomes through recommendation crowding
Szapiro, Tomasz; Szifel, Przemysław - In: Group decision and negotiation 23 (2014) 3, pp. 443-461
Persistent link: https://www.econbiz.de/10010366237
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Cultural norms and cultural agents in buyer-seller negotiation processes and outcomes
Uzo, Uchenna; Adigwe, Jude O. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 126-143
Persistent link: https://www.econbiz.de/10011515680
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When East meets West at the bargaining table : adaptation, behavior and outcomes in intra- and intercultural German-Chinese business negotiations
Lügger, Kai; Geiger, Ingmar; Neun, Harald; Backhaus, Klaus - In: Journal of business economics : JBE 85 (2015) 1, pp. 15-43
Persistent link: https://www.econbiz.de/10010476676