Disentangling complexity : how negotiators identify and handle issue-based complexity in business-to-business negotiation

Christoph Laubert, Ingmar Geiger

Year of publication:	December 2018
Authors:	Laubert, Christoph ; Geiger, Ingmar
Published in:	Journal of business economics : JBE. - Berlin : Springer-Verlag GmbH Germany, ISSN 0044-2372, ZDB-ID 201074-4. - Vol. 88.2018, 9, p. 1061-1103
Subject:	Buyer-seller negotiation \| Complexity \| Negotiation strategy \| Negotiation issue \| Gioia methodology \| Verhandlungen \| Negotiations \| Verhandlungstechnik \| Negotiation techniques \| Lieferantenmanagement \| Supplier relationship management \| Verhandlungstheorie \| Bargaining theory \| Komplexitätsmanagement \| Complexity management \| Komplexe Systeme \| Complex systems

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