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~person:"Caputo, Andrea"
~person:"Voeth, Markus"
~subject:"Selling"
~subject:"Verhandlungen"
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Selling
Verhandlungen
Negotiation techniques
12
Verhandlungstechnik
12
Negotiations
6
Bargaining theory
3
Lieferantenmanagement
3
Supplier relationship management
3
Verhandlungstheorie
3
Cross-cultural management
2
Culture
2
Erfolgsfaktor
2
Interkulturelles Management
2
Italien
2
Italy
2
Preismanagement
2
Pricing strategy
2
Success factor
2
B-to-B-Marketing
1
Bargaining power
1
Betrieblicher Konflikt
1
Business negotiation
1
Business-to-business marketing
1
Buyer-seller negotiations
1
COVID-19
1
Cognition
1
Comparison
1
Competition
1
Cooperation
1
Coronavirus
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Cross-cultural competence
1
Cultural differences
1
Cultural identity
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Cultural intelligence
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Cultural values
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Deutschland
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Dispute settlement
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Familienunternehmen
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Future scenarios
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Caputo, Andrea
Voeth, Markus
Geiger, Ingmar
9
Herbst, Uta
9
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
Curhan, Jared R.
3
De Cremer, David
3
Erbacher, Christian
3
Jacob, Frank
3
Kearney, Eric
3
Ma, Zhenzhong
3
Neun, Harald
3
Prime, Nathalie
3
Rasche, Christoph
3
Schweitzer, Maurice E.
3
Sebenius, James K.
3
Wachowicz, Tomasz
3
Wilken, Robert
3
Adair, Wendi L.
2
Agoglia, Christopher P.
2
Ambühl, Michael
2
Aykac, Tayfun
2
Backhaus, Klaus
2
Benetti, Sara
2
Bergerhoff, Jan
2
Bowles, Hannah Riley
2
Büttner, Ricardo
2
Cambria, Jack
2
Chugh, Dolly
2
Clayton, William W.
2
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
Journal of business research : JBR
1
Journal of management & organization : JMO
1
The journal of business & industrial marketing
1
World review of entrepreneurship, management and sustainable development
1
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ECONIS (ZBW)
6
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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
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:
4
The relationship between cultural values, cultural intelligence and negotiation styles
Caputo, Andrea
;
Ayoko, Oluremi B.
;
Amoo, Nii
;
Menke, …
- In:
Journal of business research : JBR
99
(
2019
),
pp. 23-36
Persistent link: https://www.econbiz.de/10012023403
Saved in:
5
Uscio e bottega : an exploratory study on conflict management and negotiation during family business succession in Tuscany
Caputo, Andrea
;
Zarone, Vincenzo
- In:
World review of entrepreneurship, management and …
15
(
2019
)
1/2
,
pp. 202-225
Persistent link: https://www.econbiz.de/10012027581
Saved in:
6
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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