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The impact of relationship history on negotiation strategy expectations : a theoretical framework
Thomas, Stephanie P.; Manrodt, Karl B.; Eastman, … - In: International journal of physical distribution & … 45 (2015) 8, pp. 794-813
Persistent link: https://www.econbiz.de/10011418073
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Two decades of business negotiation research : an overview and suggestions for future studies
Agndal, Henrik; Åge, Lars-Johan; Eklinder-Frick, Jens - In: The journal of business & industrial marketing 32 (2017) 4, pp. 487-504
Persistent link: https://www.econbiz.de/10011691661
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How Croatian managers negotiate : investigating the relationship between managers' personal characteristics and negotiation tactics
Vojvodić, Katija; Martinović, Marija; Pušić, Ana - In: Embracing diversity in organisations : 7th …, (pp. 319-331). 2019
competitive and rapidly changing business environments. Although the negotiation process has been a challenging area of research …, it often fails to take into account the use of certain kinds of tactics during the negotiation process. In that context …, the paper aims to explore the relationship between the negotiators' personal characteristics and the negotiation tactics …
Persistent link: https://www.econbiz.de/10012118732
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Time for change? : scenario analysis on buyer-seller negotiations
Haggenmüller, Sandra; Oehlschläger, Patricia; Herbst, Uta - In: The journal of business & industrial marketing 38 (2023) 5, pp. 1215-1242
Persistent link: https://www.econbiz.de/10014276762
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International business negotiation strategies based on bargaining power assessment : the case of attracting investments
Peleckis, Kęstutis - In: Journal of business economics and management 17 (2016) 6, pp. 882-900
Persistent link: https://www.econbiz.de/10011625912
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Negotiation lessons from former Wiseguy, Michael Franzese
Meyer, Christopher James; MacCormick, Blaine; Osler, Mark - In: Journal of management inquiry 28 (2019) 4, pp. 431-440
Persistent link: https://www.econbiz.de/10012129348
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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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Same power but different goals : how does knowledge of opponents' power affect negotiators' aspiration in power-asymmetric negotiations?
Wong, Ricky S. - In: Global journal of business research : GJBR 8 (2014) 3, pp. 77-89
Persistent link: https://www.econbiz.de/10010361390
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"I am disgusted by your proposal" : the effects of a strategic flinch in negotiations
Fassina, Neil E.; Whyte, Glen R. - In: Group decision and negotiation 23 (2014) 4, pp. 901-920
Persistent link: https://www.econbiz.de/10010386504