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Does paying back pay off? : effects of reciprocity and economic outcomes on trust emergence in negotiations

Sondern, Dominik; Hertel, Guido - In: Group decision and negotiation 28 (2019) 6, pp. 1053-1076

Persistent link: https://www.econbiz.de/10012126643

Applying a trust lens to the study of international strategic alliance negotiations

Jeive, Michael - In: European journal of international management : EJIM 13 (2019) 5, pp. 596-611

Persistent link: https://www.econbiz.de/10012144565

The Lafarge-Holcim merger negotiations

Knittel, Eva-Maria; Berdugo, Juan David; … - In: European journal of international management : EJIM 13 (2019) 5, pp. 612-636

Persistent link: https://www.econbiz.de/10012144566

Does pre-play social interaction improve negotiation outcomes?

Cabrales, Antonio; Brañas-Garza, Pablo; Mateu, Guillermo; … - 2018

Persistent link: https://www.econbiz.de/10012113070

Acquisition negotiation : the influence of accounting on trust development

Puhakka, Hannu - In: Management research : the journal of the Iberoamerican … 15 (2017) 1, pp. 12-27

Persistent link: https://www.econbiz.de/10011711382

Natural born opportunists

Fennimore, Anne - In: Management decision : MD 55 (2017) 8, pp. 1629-1644

Persistent link: https://www.econbiz.de/10011759258

Effectuation and causation in term sheet negotiations : does the reasoning logic have an impact on negotiation results?

Minis, Michael - 2018

Persistent link: https://www.econbiz.de/10011881332

Does pre-play social interaction improve negotiation outcomes?

Brañas-Garza, Pablo; Cabrales, Antonio; Mateu, Guillermo; … - 2018

We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often …

Persistent link: https://www.econbiz.de/10011955642

Die Geschäftsbeziehung zwischen mittelständischen Unternehmen und ihrer Hausbank : eine ökonomische und verhaltenswissenschaftliche Analyse

Segbers, Klaus - 2007 - 1. Aufl.

Das Hausbankprinzip nimmt bei der Finanzierung mittelständischer Unternehmen in Deutschland traditionell eine zentrale Stellung ein. Diese Beziehung unterliegt aktuell einem starken Wandel. Als Konsequenz wird häufig eine Abkehr vom Hausbankprinzip gefordert. Diese Untersuchung widmet sich der...

Persistent link: https://www.econbiz.de/10011937574

Maybe it's right, maybe it's wrong : structural and social determinants of deception in negotiation

Olekalns, Mara; Horan, Christopher J.; Smith, Philip L. - In: Journal of business ethics : JOBE 122 (2014) 1, pp. 89-102

Persistent link: https://www.econbiz.de/10010393214