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Verhandlungscontrolling als Bestandteil des Vertriebscontrollings
Voeth, Markus; Schwarz, Sabine - In: Controlling : Zeitschrift für erfolgsorientierte … 22 (2010) 8/9, pp. 463-470
Persistent link: https://www.econbiz.de/10008649545
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Business-to-Business negotiations : the role of relativism, deceit, and opportunism
Malshe, Avinash; Khatib, Jamal A. al-; Sailors, John J. - In: Journal of business-to-business marketing 17 (2010) 2, pp. 173-207
Persistent link: https://www.econbiz.de/10003991864
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Incentivierung von Teams in industriellen Verhandlungen
Schwarz, Daniel - 2014 - 1., Aufl.
Persistent link: https://www.econbiz.de/10010258855
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Nachverhandlungen in der Praxis : quantitative Ergebnisse einer Praktikerbefragung
Lenzing, Aline - 2015
Persistent link: https://www.econbiz.de/10011409211
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Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Mayer, Markus; Voeth, Markus - In: Journal of business economics : JBE 92 (2022) 2, pp. 163-196
Persistent link: https://www.econbiz.de/10013187195
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A phase-specific analysis of negotiation styles
Preuss, Melanie; Wijst, Per van der - In: The journal of business & industrial marketing 32 (2017) 4, pp. 505-518
Persistent link: https://www.econbiz.de/10011691664
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Disentangling complexity : how negotiators identify and handle issue-based complexity in business-to-business negotiation
Laubert, Christoph; Geiger, Ingmar - In: Journal of business economics : JBE 88 (2018) 9, pp. 1061-1103
Persistent link: https://www.econbiz.de/10011928850
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A model of negotiation issue-based tactics in business-to-business sales negotiations
Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106
Persistent link: https://www.econbiz.de/10011738392