A model of negotiation issue-based tactics in business-to-business sales negotiations
Ingmar Geiger
| Year of publication: |
July 2017
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|---|---|
| Authors: | Geiger, Ingmar |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 64.2017, p. 91-106
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| Subject: | Negotiation | Sales | Procurement | Project business | Gioia methodology | Verhandlungen | Negotiations | Beschaffung | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Verhandlungstechnik | Negotiation techniques | Projektmanagement | Project management | Verhandlungstheorie | Bargaining theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2017.02.003 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011738392