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Negotiation
Brett, Jeanne M.; Thompson, Leigh L. - In: Organizational behavior and human decision processes : … 136 (2016), pp. 68-79
Persistent link: https://www.econbiz.de/10011596288
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Performance enhancing strategies in different negotiation phases
Weber, Marie-Christin - 2019
Persistent link: https://www.econbiz.de/10012020443
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Identifying macro phases across the negotiation lifecycle
Baber, William W. - In: Group decision and negotiation 27 (2018) 6, pp. 885-903
Persistent link: https://www.econbiz.de/10011943525
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Your gain my pain? : the effects of accounting information in uncertain negotiations
Essa, Samy A. G.; Dekker, Henri C.; Groot, Thomas L. - In: Management accounting research 41 (2018), pp. 20-42
Persistent link: https://www.econbiz.de/10011946218
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Negotiation engineering : a quantitative problem-solving approach to negotiation
Langenegger, Tobias W.; Ambühl, Michael - In: Group decision and negotiation 27 (2018) 1, pp. 9-31
Persistent link: https://www.econbiz.de/10011808824
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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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Tactical breaks : deal killers of deal makers?
Herbst, Uta; Voeth, Markus; Schmidt, Marc; Weber, … - In: Die Unternehmung : Swiss journal of business research … 72 (2018) 1, pp. 51-67
Persistent link: https://www.econbiz.de/10011850033
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Losing face
Gall, Thomas; Reinstein, David - In: Oxford economic papers 72 (2020) 1, pp. 164-190
Persistent link: https://www.econbiz.de/10012163188
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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
managers. In addition, it can serve as a basis for conducting future empirical research in the field of business negotiations. …
Persistent link: https://www.econbiz.de/10012118732
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How do I tell you what I want? : agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes
Wachowicz, Tomasz; Kersten, Gregory E.; Roszkowska, Ewa - In: Operational research : an international journal 19 (2019) 4, pp. 993-1032
Persistent link: https://www.econbiz.de/10012129529