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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
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Direct sourcing or agent sourcing? : contract negotiation in procurement outsourcing
Wang, Yulan; Niu, Baozhuang; Guo, Pengfei; Song, Jing-Sheng - In: Manufacturing & service operations management : M & SOM 23 (2021) 2, pp. 294-310
Persistent link: https://www.econbiz.de/10012507014
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Joint forward contract negotiation : the role of B2B procurement platforms
Fan, Mengli; Xing, Wei; Huang, Yi - In: Journal of business research : JBR 167 (2023), pp. 1-9
Persistent link: https://www.econbiz.de/10014383051
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A critical exploration of bargaining in purchasing and supply management : a systematic literature review
Kelly, Stephen; Chicksand, Daniel - In: Group decision and negotiation 33 (2024) 3, pp. 617-646
Persistent link: https://www.econbiz.de/10015056274
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Preferences in negotiations : the attachment effect
Gimpel, Henner - 2007
Persistent link: https://www.econbiz.de/10003439063
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Disentangling approaches to framing in conflict and negotiation research : a meta-paradigmatic perspective
Dewulf, Art; Gray, Barbara L.; Putnam, Linda L.; … - In: Human relations 62 (2009) 2, pp. 155-193
Persistent link: https://www.econbiz.de/10003873107
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More is less : why parties may deliberately write incomplete contracts
Halonen-Akatwijuka, Maija; Hart, Oliver D. - 2013
Persistent link: https://www.econbiz.de/10009744693
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Incomplete contracting, renegotiation, and expectations-based loss aversion
Herweg, Fabian; Karle, Heiko; Müller, Daniel - 2014
Persistent link: https://www.econbiz.de/10010363389
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Incomplete contracting, renegotiation, and expectation-based loss aversion
Herweg, Fabian; Karle, Heiko; Müller, Daniel - 2014
, a good of too high quality or too low quality is traded ex post. Based on the buyer's expectation management, our theory …
Persistent link: https://www.econbiz.de/10010341925
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Incomplete contracting, renegotiation, and expectation-based loss aversion
Herweg, Fabian; Karle, Heiko; Müller, Daniel - 2014
, a good of too high quality or too low quality is traded ex post. Based on the buyer's expectation management, our theory …
Persistent link: https://www.econbiz.de/10010256140