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1
Book / Working Paper 		Collective Bargaining under Non-Binding Contracts
Year:                     
2011-02-01
Person:  Dobbelaere, Sabien; Luttens, Roland Iwan
Institution:  Institut zur Zukunft der Arbeit <Bonn>
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2
Book / Working Paper 		The negotiation fieldbook : simple strategies to help you negotiate everything
Year:                     
2011
Person:  Lum, Grande
Publisher:  New York [u.a.] : McGraw-Hill
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3
Book / Working Paper 		Harvard business review on winning negotiations
Year:                     
c 2011
Publisher:  Boston, Mass. : Harvard Business Review Press
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4
Article 		Negotiation, cultural differences, and planning in mergers and acquisitions
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5
Article 		Gender, competitiveness, and unethical negotiation strategies
Year:                     
2011
Person:  Westbrook, Kevin W.; Arendall, C. Steven; Padelford, Walton M.
Published in:  Gender in management : an international journal ; 26
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6
Book / Working Paper 		Verhandlungen im internationalen Vertrieb : empirische Analysen kultureller Einflüsse in intra- und internationalen Verhandlungen
Year:                     
2011
Person:  Neun, Harald
Publisher:  Hamburg : Kovač
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7
Book / Working Paper 		Family meetings : how to build a stronger family and a stronger business
Year:                     
2011
Person:  Aronoff, Craig E.; Ward, John L.
Publisher:  New York, NY : Palgrave Macmillan
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8
Book / Working Paper 		Verminderung von Hold-up-Risiken in Nachverhandlungssituationen : eine empirische Analyse aus der Perspektive von Logistik-Dienstleistern am Beispiel des Kontraktlogistik-Geschäfts
Year:                     
2011
Person:  Gaismayer, Johannes
Publisher:  Wiesbaden : Gabler
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9
Book / Working Paper 		Brilliant negotiations : what the best negotiators know, do and say
Year:                     
2011
Person:  Peeling, Nic
Publisher:  Harlow, England : Prentice Hall
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10
Book / Working Paper 		Automatisierte Verhandlungen in Multi-Agenten-Systemen : Entwurf eines argumentationsbasierten Mechanismus für nur imperfekt beschreibbare Verhandlungsgegenstände
Year:                     
2011
Person:  Büttner, Ricardo
Publisher:  Wiesbaden : Gabler
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11
Book / Working Paper 		How to negotiate effectively
Year:                     
2011
Person:  Oliver, David
Publisher:  London [u.a.] : Kogan Page
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12
Article 		Through a fractured lens : women entrepreneurs and the private equity negotiation process
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13
Book / Working Paper 		Die Harvard Verhandlungsmethode : Kooperation als Verbindung von Effizienz und Verteilung
Year:                     
2011
Person:  Göbel, Josef
Publisher:  Berlin : Pro Business-Verl.
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14
Book / Working Paper 		Doing business successfully in China
Year:                     
2011
Person:  Chung, Mona
Publisher:  Oxford [u.a.] : Chandos
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15
Book / Working Paper 		Mergers and acquisitions basics : negotiation and deal structuring
Year:                     
c 2011
Person:  DePamphilis, Donald M.
Publisher:  Amsterdam [u.a.] : Academic Press
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16
Article 		Preisverhandlungen auf Commodity-Märkten
Year:                     
2011
Person:  Voeth, Markus; Herbst, Uta
Published in:  Commodity Marketing : Grundlagen, Besonderheiten, Erfahrungen
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17
Book / Working Paper 		Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves
Year:                     
2011
Person:  Cheverton, Peter; Velde, Jan Paul van der
Publisher:  London : Kogan Page
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18
Article 		Conflict management and negotiation
Year:                     
2011
Person:  Vakkayil, Jacob D.; Kumar, Rajiv
Published in:  Doing business in India : building research-based practice
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19
Article 		Auditor tactics in negotiations : a research note
Year:                     
2011
Person:  Hollindale, Janice; Kent, Pamela; McNamara, Ray
Published in:  International journal of auditing : IJA ; 15
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20
Article 		Who asks and who receives in salary negotiation
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21
Article 		Train schedule coordination at an interchange station through agent negotiation
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22
Book / Working Paper 		Negotiating strategically : one versus all
Year:                     
2011
Person:  Nikolopoulos, Andreas
Publisher:  Basingstoke, Hampshire [u.a.] : Palgrave Macmillan
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23
Book / Working Paper 		Negotiation excellence : successful deal making
Year:                     
2011
Publisher:  New Jersey [u.a.] : World Scientific
Affiliated person:  Benoliel, Michael
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24
Article 		Intergrating Taoist Yin-Yang thinking with Western nomology : a moderating model of trust in conflict management
Year:                     
2011
Person:  Du, Rong; Ai, Shizhong; Brugha, Cathal M.
Published in:  Chinese management studies : CMS ; 5
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25
Article 		A multi-attribute approach to the modelling of human elements in electronic negotiation
Year:                     
2011
Person:  Sundarraj, R. P.
Published in:  International journal of procurement management ; 4
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26
Book / Working Paper 		Naivete and cynicism in negotiations and other competitive contexts
Year:                     
2011
Person:  Tsay, Chia-jung; Shu, Lisa L.; Bazerman, Max H.
Publisher:  Cambridge, Mass. : Harvard Business School
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27
Book / Working Paper 		The most dangerous business book you'll ever read
Year:                     
c 2011
Person:  Hartley, Gregory; Karinch, Maryann
Publisher:  Hoboken, NJ : Wiley
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28
Article 		Kommunikationsstrategien im Market-Access und bei Vertragsverhandlungen
Year:                     
2011
Person:  Unterweger, Gottfried; Preuß, Klaus-Jürgen
Published in:  Handbuch Market-Access : Marktzulassung ohne Nebenwirkungen
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29
Article 		Preisverhandlungen
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30
Article 		Potentiale und Grenzen elektronischer Verhandlungsunterstützung für die externe Krankenhauskommunikation
Year:                     
2011
Person:  Richter, Martin; Schoop, Mareike; Ernst, Christian
Published in:  Zehntes Dienstleistungskolloquium am 29. 10. 2010 an der Universität Hohenheim
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31
Book / Working Paper 		Pitch anything : an innovative method for presenting, persuading, and winning the deal
Year:                     
c 2011
Person:  Klaff, Oren
Publisher:  New York [u.a.] : McGraw-Hill
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32
Article 		The impact of deceitful tendencies, relativism and opportunism on negotiation tactics : a comparative study of US and Belgian managers
Year:                     
2011
Affiliated person:  Al-Khatib, Jamal A.; Malshe, Avinash; Sailors, John J.; Clark III, Irvin
Published in:  European journal of marketing : EJM ; 45
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33
Article 		Joint ventures negotiations : a more modern approach
Year:                     
2011
Person:  Reuvid, Jonathan
Published in:  Business insights: China : practical advice on operational strategy and risk management
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34
Article 		Perceptions and strategies in the negotiation process : a cross-cultural examination of USA, Vietnam and Malaysia
Year:                     
2011
Person:  Ready, Kathryn J.; Tessema, Mussie T.
Published in:  International journal of business and globalisation : IJBG ; 6
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35
Article 		Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
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36
Article 		Power and deception in ultimatum bargaining
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37
Book / Working Paper 		Ein Entscheidungsunterstützungssystem zur Preisfindung hybrider Produkte
Year:                     
2010
Person:  Schmitz, Gertrud; Krieger, John; Modlich, Stephanie
Publisher:  Duisburg : Univ., Mercator School of Management
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38
Article 		Gender and persistence in negotiation : a dyadic perspective
Year:                     
2010
Person:  Bowles, Hannah Riley; Flynn, Francis
Published in:  Academy of Management journal : AMJ ; 53
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39
Article 		A framework for building intelligent SLA negotiation strategies under time constraints
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40
Book / Working Paper 		Die Kunst des Verhandelns : Motive erkennen - erfolgreich kommunizieren
Year:                     
2010
Person:  Salewski, Wolfgang
Publisher:  Weinheim : Wiley-VCH-Verl.
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41
Article 		Production planning and automated negotiation for SMEs : an agent based e-procurement application
Year:                     
2010
Person:  Renna, Paolo; Argoneto, Pierluigi
Published in:  International journal of production economics ; 127
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42
Article 		Extreme negotiations
Year:                     
2010
Person:  Weiss, Jeff; Donigan, Aram; Hughes, Jonathan
Published in:  Harvard business review : HBR ; 88
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43
Article 		Negotiating from weakness in international trade relations
Year:                     
2010
Person:  Odell, John S.
Published in:  Journal of world trade : law, economics, public policy ; 44
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44
Article 		How suspicion mitigates the effect of influence tactics
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45
Article 		Special section on enhancing sales force productivity
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46
Article 		Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
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47
Article 		Communication quality in business negotiations
Year:                     
2010
Person:  Schoop, Mareike; Köhne, Frank; Ostertag, Katja
Published in:  Group decision and negotiation ; 19
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48
Article 		Attitude-based strategic negotiation for conflict management in construction projects
Year:                     
2010
Person:  Yousefi, Saied; Hipel, Keith W.; Hegazy, Tarek
Published in:  Project management journal : PMJ ; 41
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49
Article 		Cognition driven framework for improving collaborative working in construction projects : negotiation perspective
Year:                     
2010
Affiliated person:  Xue, Xiaolong; Ji, Yingbo; Li, Lin; Shen, Qiping
Published in:  Journal of business economics and management ; 11
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50
Article 		Good citizens in poor-quality relationships : idiosyncratic deals as a substitute for relationship quality
Year:                     
2010
Affiliated person:  Anand, Smriti; Vidyarthi, Prajya R.; Liden, Robert C.; Rousseau, Denise M.
Published in:  Academy of Management journal : AMJ ; 53
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