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Goal-oriented balancing : happy-happy negotiations beyond win-win situations

Åge, Lars-Johan; Eklinder-Frick, Jens - In: The journal of business & industrial marketing 32 (2017) 4, pp. 525-534

Persistent link: https://www.econbiz.de/10011691670

Negotiating with work friends : examining gender differences in team negotiations

Herbst, Uta; Dotan, Hilla; Stöhr, Sina - In: The journal of business & industrial marketing 32 (2017) 4, pp. 558-566

Persistent link: https://www.econbiz.de/10011692417

Why teams achieve higher negotiation profits than individuals : the mediating role of deceptive tactics

Aykac, Tayfun; Wilken, Robert; Jacob, Frank; Prime, Nathalie - In: The journal of business & industrial marketing 32 (2017) 4, pp. 567-579

Persistent link: https://www.econbiz.de/10011692418

Culture and negotiation strategy

Brett, Jeanne M. - In: The journal of business & industrial marketing 32 (2017) 4, pp. 587-590

Persistent link: https://www.econbiz.de/10011692421

Factors affecting desire to negotiate again

Fleck, Denise; Volkema, Roger J.; Pereira, Sergio; … - In: Journal of managerial psychology 32 (2017) 1, pp. 16-29

Persistent link: https://www.econbiz.de/10011694596

Looking inside Japanese-Japanese intracultural business negotiation

Baber, William W. - In: The Kyoto economic review 85 (2016) 1/2, pp. 104-134

Persistent link: https://www.econbiz.de/10011655595

The impact of the timing of a prior year's auditor concessions on financial officers' judgments

Cheng, Mandy Man-sum; Tan Hun Tong; Trotman, Ken T.; … - In: Auditing : a journal of practice & theory 36 (2017) 1, pp. 43-62

Persistent link: https://www.econbiz.de/10011670149

Analyzing the multiple dimensions of negotiation processes

Filzmoser, Michael; Hippmann, Patrick; Vetschera, Rudolf - In: Group decision and negotiation 25 (2016) 6, pp. 1169-1188

Persistent link: https://www.econbiz.de/10011597953

Negotiation

Brett, Jeanne M.; Thompson, Leigh L. - In: Organizational behavior and human decision processes : … 136 (2016), pp. 68-79

Persistent link: https://www.econbiz.de/10011596288

Gender differences in wage expectations : sorting, children, and negotiation styles

Kiessling, Lukas; Pinger, Pia; Seegers, Philipp; … - 2019

This paper presents evidence from a large-scale study on gender differences in expected wages before labor market entry. Based on data for over 15,000 students, we document a significant and large gender gap in wage expectations that closely resembles actual wage differences, prevails across...

Persistent link: https://www.econbiz.de/10012060551