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~person:"Wilken, Robert"
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Negotiation techniques
4
Verhandlungstechnik
4
Bargaining theory
3
Negotiations
3
Verhandlungen
3
Verhandlungstheorie
3
Arbeitsgruppe
2
Collectivism
2
Cross-cultural management
2
Cross-cultural relations
2
Cultural identity
2
Interkulturelle Beziehungen
2
Interkulturelles Management
2
Kulturelle Identität
2
Negotiation team
2
Team
2
Additive composition model
1
Behavioral Accounting
1
Behavioral accounting
1
Behavioral adaptation
1
Cultural moderator
1
Culture
1
Deception by commission
1
Deception by omission
1
Deceptive negotiation tactics
1
Individual negotiator
1
Intercultural business negotiation
1
Intercultural business negotiations
1
Kultur
1
Negotiation behavior
1
Negotiation outcome
1
Negotiation process
1
Negotiation profit
1
Preismanagement
1
Pricing strategy
1
Salespeople
1
Social impact theory
1
Verkaufspersonal
1
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English
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Wilken, Robert
Herbst, Uta
14
Geiger, Ingmar
11
Vesterlund, Lise
10
Fisher, Roger
9
Lewicki, Roy J.
9
Voeth, Markus
9
Brett, Jeanne M.
8
Ury, William
7
Barry, Bruce
6
Bazerman, Max H.
6
Berz, Gregor
5
Kennedy, Gavin
5
Niederle, Muriel
5
Saunders, David M.
5
Thompson, Leigh L.
5
Adair, Wendi L.
4
Andersen, Steffen
4
Baber, William W.
4
Bowles, Hannah Riley
4
Braun, Gerold
4
Exley, Christine L.
4
Fang, Tony
4
Kearney, Eric
4
Khatib, Jamal A. al-
4
Kleinaltenkamp, Michael
4
Ma, Zhenzhong
4
Marx, Julie
4
Neubauer, Jürgen
4
Patton, Bruce
4
Schneider, Andrea Kupfer
4
Sebenius, James K.
4
Shapiro, Daniel
4
Wheeler, Michael
4
Adlung, Rudolf
3
Ayoko, Oluremi B.
3
Backhaus, Klaus
3
Benoliel, Michael
3
Brooks, Alison Wood
3
Brown, Ashley D.
3
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International business review : the official journal of the European International Business Academy
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
4
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Why teams achieve higher negotiation profits than individuals : the mediating role of deceptive tactics
Aykac, Tayfun
;
Wilken, Robert
;
Jacob, Frank
;
Prime, Nathalie
- In:
The journal of business & industrial marketing
32
(
2017
)
4
,
pp. 567-579
Persistent link: https://www.econbiz.de/10011692418
Saved in:
2
Can outnumbered negotiators succeed? The case of intercultural business negotiations
Dinkevych, Elena
;
Wilken, Robert
;
Aykac, Tayfun
;
Jacob, …
- In:
International business review : the official journal of …
26
(
2017
)
3
,
pp. 592-603
Persistent link: https://www.econbiz.de/10011712315
Saved in:
3
The ambiguous role of cultural moderators in intercultural business negotiations
Wilken, Robert
;
Jacob, Frank
;
Prime, Nathalie
- In:
International business review : the official journal of …
22
(
2013
)
4
,
pp. 736-753
Persistent link: https://www.econbiz.de/10009758053
Saved in:
4
Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Wilken, Robert
;
Cornelißen, Markus
;
Backhaus, Klaus
; …
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 69-82
Persistent link: https://www.econbiz.de/10003960769
Saved in:
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