Why teams achieve higher negotiation profits than individuals : the mediating role of deceptive tactics
Tayfun Aykac, Robert Wilken, Frank Jacob and Nathalie Prime
| Year of publication: |
2017
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|---|---|
| Authors: | Aykac, Tayfun ; Wilken, Robert ; Jacob, Frank ; Prime, Nathalie |
| Published in: |
The journal of business & industrial marketing. - Bingley : Emerald Publishing Limited, ISSN 0885-8624, ZDB-ID 649550-3. - Vol. 32.2017, 4, p. 567-579
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| Subject: | Deception by commission | Deception by omission | Deceptive negotiation tactics | Individual negotiator | Negotiation profit | Negotiation team | Arbeitsgruppe | Team | Verhandlungen | Negotiations | Verhandlungstechnik | Negotiation techniques | Verhandlungstheorie | Bargaining theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-10-2015-0179 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011692418