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Business negotiations in China : strategy, planning and management

Wang, Henry K. H. - 2018

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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

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Tactical breaks : deal killers of deal makers?

Herbst, Uta; Voeth, Markus; Schmidt, Marc; Weber, … - In: Die Unternehmung : Swiss journal of business research … 72 (2018) 1, pp. 51-67

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Verhandeln : die neue Erfolgsmethode aus Harvard

Shapiro, Daniel - 2018

Ob politische Konflikte, knirschende Geschäftsbeziehungen oder scheiternde Ehen: Daniel Shapiro, Gründer und Direktor des Harvard International Negotiation Program, stellt in seinem Buch eine bahnbrechende neue Methode vor, Gräben durch Verhandlung zu überwinden. Konfliktlösung gelingt nur...

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Handbook of conflict management research

Ayoko, Oluremi B. (ed.) - 2014

'Given the breadth in the conflict and conflict management literatures, there have been few if any compilations that … Conflict Management Research is an important integration of the research literature that has blossomed over the last couple of … research in conflict management. Specifically, it brings a wealth of knowledge from authorities in the field on emerging issues …