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~language:"eng"
~person:"Voeth, Markus"
~subject:"Negotiations"
~subject:"Salesforcecontrol"
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Negotiations
Salesforcecontrol
Bargaining theory
3
Negotiation techniques
3
Verhandlungen
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Verhandlungstechnik
3
Verhandlungstheorie
3
Lieferantenmanagement
2
Supplier relationship management
2
B-to-B-Marketing
1
Business negotiation
1
Business-to-business marketing
1
Buyer-seller negotiations
1
COVID-19
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Coronavirus
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Erfolgsfaktor
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Future scenarios
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Implementation
1
Negotiating
1
Negotiation management
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Negotiation success
1
Sales
1
Scenario analysis
1
Selling
1
Success factor
1
Szenariotechnik
1
Verkauf
1
individual outcome
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negotiation interruptions
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negotiation performance
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tactical breaks
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Voeth, Markus
Geiger, Ingmar
8
Herbst, Uta
7
Lewicki, Roy J.
6
Barry, Bruce
5
Brett, Jeanne M.
5
Ebner, Noam
5
Saunders, David M.
5
Bazerman, Max H.
4
Schneider, Andrea Kupfer
4
Baber, William W.
3
Benoliel, Michael
3
Brown, Ashley D.
3
Caputo, Andrea
3
Curhan, Jared R.
3
De Cremer, David
3
Jacob, Frank
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Kearney, Eric
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Ma, Zhenzhong
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Prime, Nathalie
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Rasche, Christoph
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Schweitzer, Maurice E.
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Sebenius, James K.
3
Wachowicz, Tomasz
3
Wilken, Robert
3
Adair, Wendi L.
2
Agoglia, Christopher P.
2
Ambühl, Michael
2
Aykac, Tayfun
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Backhaus, Klaus
2
Benetti, Sara
2
Bergerhoff, Jan
2
Bowles, Hannah Riley
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Cambria, Jack
2
Chugh, Dolly
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Clayton, William W.
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Craver, Charles B.
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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
The journal of business & industrial marketing
1
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ECONIS (ZBW)
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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
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:
3
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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