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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
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The impact of relationship history on negotiation strategy expectations
Thomas, Stephanie P; Manrodt, Karl B.; Eastman, … - In: International Journal of Physical Distribution & … 45 (2015) 8, pp. 794-813
analysis developed a theoretical framework emphasizing the impact of relationship history on negotiation strategy expectations … the involved organizations. This relationship history creates expectations. When negotiation strategy use is consistent … negotiation strategy expectations are violated, the relationship impact will differ depending on evidence of an Extrarelational …
Persistent link: https://www.econbiz.de/10014794599
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Emotional intelligence and negotiation outcomes : mediating effects of rapport, negotiation strategy, and judgment accuracy
Kim, Kihwan; Cundiff, Nicole L.; Choi, Sukbong - In: Group decision and negotiation 24 (2015) 3, pp. 477-493
Persistent link: https://www.econbiz.de/10010533306
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The impact of cultural differences on buyer-supplier negotiations : an experimental study
Ribbink, Dina; Grimm, Curtis M. - In: Journal of operations management 32 (2014) 3, pp. 114-126
Persistent link: https://www.econbiz.de/10010363990
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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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Simulated negotiation outcomes through recommendation crowding
Szapiro, Tomasz; Szifel, Przemysław - In: Group decision and negotiation 23 (2014) 3, pp. 443-461
Persistent link: https://www.econbiz.de/10010366237
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Dignity, face, and honor cultures : a study of negotiation strategy and outcomes in three cultures
Aslani, Soroush; Ramirez-Marin, Jimena; Brett, Jeanne M.; … - In: Journal of organizational behavior : OB ; the internat. … 37 (2016) 8, pp. 1178-1201
Persistent link: https://www.econbiz.de/10011568861
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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
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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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Fighting dragons with dragons : approaches for negotiating with Chinese partners
Strutton, David; Tran, Gina A.; Taylor, David G. - In: Business horizons 56 (2013) 5, pp. 561-572
Persistent link: https://www.econbiz.de/10010125874