Dispositional and situational factors on bargaining concession rates and outcomes : predictive power of NIMBuS : an integrated model of buyer-seller negotiations
Ben Shaw-Ching Liu and P.V. (Sundar) Balakrishnan
| Year of publication: |
2022
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|---|---|
| Authors: | Liu, Ben S. C. ; Balakrishnan, P. V. (Sundar) |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 42.2022, 3, p. 291-314
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| Subject: | Bargaining | Behavioral Experiment | Buyer-Seller Negotiation | Concessions | Cross Model | Game Theory | Industrial Buying | Nash Solution | Organizational Monitoring | Power | Predictive Power | Sales Management | Social-Psychology | Time Pressure | Verhandlungstheorie | Bargaining theory | Verhandlungen | Negotiations | Spieltheorie | Game theory | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Nash-Gleichgewicht | Nash equilibrium | Experiment |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2022.2049604 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013361694