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~language:"eng"
~person:"Benetti, Sara"
~person:"Voeth, Markus"
~type:"article"
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Negotiation techniques
5
Negotiations
5
Verhandlungen
5
Verhandlungstechnik
5
Bargaining theory
4
Verhandlungstheorie
4
Cross-cultural management
2
Interkulturelles Management
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Lieferantenmanagement
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Arbeitsbeziehungen
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Business negotiation
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Integrative negotiations
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Latent class analysis
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Negotiating
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Negotiation clusters
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Negotiation culture
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Negotiation management
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Negotiation success
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Sales
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Benetti, Sara
Voeth, Markus
Geiger, Ingmar
6
Brett, Jeanne M.
5
Bazerman, Max H.
4
Khatib, Jamal A. al-
4
Wilken, Robert
4
Caputo, Andrea
3
Fang, Tony
3
Gelfand, Michele J.
3
Herbst, Uta
3
Jacob, Frank
3
Ma, Zhenzhong
3
Miles, Edward W.
3
Prime, Nathalie
3
Schweitzer, Maurice E.
3
Vesterlund, Lise
3
Wachowicz, Tomasz
3
Zhang, Zhi-Xue
3
Adair, Wendi L.
2
Al-Habib, Mohammed I.
2
Aykac, Tayfun
2
Baber, William W.
2
Backhaus, Klaus
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Bennett, G. Bradley
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Bogari, Naima
2
Bowles, Hannah Riley
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Brown, Ashley D.
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Buchan, Nancy R.
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Chapman, Elizabeth F.
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Eklinder-Frick, Jens
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Die Unternehmung : Swiss journal of business research and practice ; Organ der Schweizerischen Gesellschaft für Betriebswirtschaft (SGB)
1
Journal of business economics : JBE
1
Journal of business research : JBR
1
Journal of management & organization : JMO
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The journal of business & industrial marketing
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ECONIS (ZBW)
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1
Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Mayer, Markus
;
Voeth, Markus
- In:
Journal of business economics : JBE
92
(
2022
)
2
,
pp. 163-196
Persistent link: https://www.econbiz.de/10013187195
Saved in:
2
Distributive/integrative negotiation strategies in cross-cultural contexts : a comparative study of the USA and Italy
Benetti, Sara
;
Ogliastri Uribe, Enrique
;
Caputo, Andrea
- In:
Journal of management & organization : JMO
27
(
2021
)
4
,
pp. 786-808
Persistent link: https://www.econbiz.de/10012656771
Saved in:
3
International negotiation prototypes : the impact of culture
Ogliastri Uribe, Enrique
;
Quintanilla, Carlos
;
Benetti, Sara
- In:
Journal of business research : JBR
159
(
2023
),
pp. 1-12
Persistent link: https://www.econbiz.de/10014287538
Saved in:
4
Time for change? : scenario analysis on buyer-seller negotiations
Haggenmüller, Sandra
;
Oehlschläger, Patricia
;
Herbst, Uta
- In:
The journal of business & industrial marketing
38
(
2023
)
5
,
pp. 1215-1242
Persistent link: https://www.econbiz.de/10014276762
Saved in:
5
Tactical breaks : deal killers of deal makers?
Herbst, Uta
;
Voeth, Markus
;
Schmidt, Marc
;
Weber, …
- In:
Die Unternehmung : Swiss journal of business research …
72
(
2018
)
1
,
pp. 51-67
Persistent link: https://www.econbiz.de/10011850033
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