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The Rhythm of the Deal: Negotiation as a Dance
Schlie, Erik H.; Young, Mark A. - 2008
dance. We will see that both the content and the process of negotiation can change dramatically once when we think of … bargaining as an aesthetic activity which provides intrinsic joy as well as extrinsic benefits. In such a dance, there is plenty … harmonious. We identify many forms of dance in negotiation, and explore three: the dance of positioning, where passions and …
Persistent link: https://www.econbiz.de/10010352068
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The rhythm of the deal : negotiation as a dance
Schlie, Erik H.; Young, Mark A. - 2008
dance. We will see that both the content and the process of negotiation can change dramatically once when we think of … bargaining as an aesthetic activity which provides intrinsic joy as well as extrinsic benefits. In such a dance, there is plenty … harmonious. We identify many forms of dance in negotiation, and explore three: the dance of positioning, where passions and …
Persistent link: https://www.econbiz.de/10010357568
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A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone, Eric; O'Connor, Kathleen M. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 18-25
Persistent link: https://www.econbiz.de/10010404482
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Renegotiating public-private partnerships
Sarmento, Joaquim Miranda; Renneboog, Luc - In: Journal of multinational financial management 59 (2021), pp. 1-19
Persistent link: https://www.econbiz.de/10012794674
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Benevolent mediation in the shadow of conflict
Canidio, Andrea; Esteban Marquillas, Joan María - 2018
Persistent link: https://www.econbiz.de/10011875623
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Dispositional and situational factors on bargaining concession rates and outcomes : predictive power of NIMBuS : an integrated model of buyer-seller negotiations
Liu, Ben Shaw-ching; Balakrishnan, P. V. (Sundar) - In: Journal of personal selling & sales management : JPSSM 42 (2022) 3, pp. 291-314
Persistent link: https://www.econbiz.de/10013361694
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Market power in bilateral oligopoly markets with nonexpandable infrastructures
Funaki, Yukihiko; Houba, Harold; Motchenkova, Evgenia - 2012
Persistent link: https://www.econbiz.de/10010190984
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Market power in bilateral oligopoly markets with non-expandable infrastructures
Funaki, Yukihiko; Houba, Harold; Motchenkova, Evgenia - 2019 - This version: September 2019
. Maximal fees also arise from a negotiation model that extends price competition to price-fee competition. Competition in both …
Persistent link: https://www.econbiz.de/10012102999
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Soft budgets and renegotiations in public-private partnerships : theory and evidence
Engel, Eduardo; Fischer, Ronald; Galetovic P., Alexander - 2015
Persistent link: https://www.econbiz.de/10011341244
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Renegotiations in public-private partnerships : theory and evidence ; prepared for the Roundtable: Public Private Partnerships for Transport Infrastructure: Renegotiations, how to...
Engel, Eduardo; Fischer, Ronald; Galetovic P., Alexander - 2014 - Rev. November 2014
Public-private partnerships (PPPs) have the potential to increase efficiency and improve resource allocation. However, contract renegotiations are common and make us question the benefits to PPPs. Under current accounting standards, PPPs allow intertemporal reallocations of infrastructure...
Persistent link: https://www.econbiz.de/10010478590