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~subject:"B-to-B-Marketing"
~subject:"USA"
~type:"article"
~type_genre:"Article in journal"
~type_genre:"Case study"
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Search: subject_exact:"Negotiating strategy"
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B-to-B-Marketing
USA
Negotiation techniques
201
Verhandlungstechnik
201
Negotiations
123
Verhandlungen
123
Bargaining theory
77
Verhandlungstheorie
77
Negotiation
30
Cultural identity
20
Kulturelle Identität
20
Lieferantenmanagement
20
Supplier relationship management
20
Cross-cultural management
19
Experiment
19
Interkulturelles Management
19
United States
16
China
14
Gender
14
Geschlecht
14
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12
negotiation
12
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11
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9
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9
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Ethics
8
Ethik
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Nationalkultur
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Article in journal
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Aufsatz in Zeitschrift
22
Aufsatz im Buch
3
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3
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English
22
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Geiger, Ingmar
2
Khatib, Jamal A. al-
2
Malshe, Avinash
2
Sailors, John J.
2
Amatucci, Frances M.
1
Arendall, C. Steven
1
Barry, Bruce
1
Benetti, Sara
1
Bowles, Hannah Riley
1
Boyer, Stefanie L.
1
Caputo, Andrea
1
Chapman, Elizabeth F.
1
Clark III, Irvin
1
Cullen, Michael J.
1
Donigan, Aram
1
Exley, Christine L.
1
Fleming, David E.
1
Flynn, Francis
1
Friedman, Ray
1
Gelfand, Michele J.
1
Hall, Curtis M.
1
Harold, Crystal
1
Hawes, Jon M.
1
Hughes, Jonathan
1
Jap, Sandy D.
1
Kerr, David S.
1
Laubert, Christoph
1
Liu, Leigh Anne
1
Marks, Michelle
1
Mayer, Markus
1
Miles, Edward W.
1
Muros, John P.
1
Murthy, Uday S.
1
Niederle, Muriel
1
Ogliastri Uribe, Enrique
1
Padelford, Walton M.
1
Pedace, Roberto
1
Preuss, Melanie
1
Rasch, Rena
1
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Journal of business economics : JBE
2
The journal of business & industrial marketing
2
Academy of Management journal : AMJ
1
Administrative science quarterly : ASQ ; dedicated to advancing the understanding of administration through empirical investigation and theoretical analysis
1
Business horizons
1
European journal of marketing : EJM
1
Gender in management : an international journal
1
Harvard business review : HBR
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Industrial relations : a journal of economy & society
1
International journal of accounting information systems
1
International journal of business and globalisation : IJBG
1
International journal of selection and assessment
1
Journal of business-to-business marketing
1
Journal of developmental entrepreneurship : JDE ; a publication devoted to issues concerning microenterprise development
1
Journal of management & organization : JMO
1
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
1
Journal of personal selling & sales management
1
Journal of political economy
1
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
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ECONIS (ZBW)
22
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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
The big spaces in sales negotiation research
Boyer, Stefanie L.
;
Jap, Sandy D.
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 181-192
Persistent link: https://www.econbiz.de/10013361679
Saved in:
4
Knowing when to ask : the cost of leaning in
Exley, Christine L.
;
Niederle, Muriel
;
Vesterlund, Lise
- In:
Journal of political economy
128
(
2020
)
3
,
pp. 816-854
Persistent link: https://www.econbiz.de/10012196476
Saved in:
5
Disentangling complexity : how negotiators identify and handle issue-based complexity in business-to-business negotiation
Laubert, Christoph
;
Geiger, Ingmar
- In:
Journal of business economics : JBE
88
(
2018
)
9
,
pp. 1061-1103
Persistent link: https://www.econbiz.de/10011928850
Saved in:
6
A phase-specific analysis of negotiation styles
Preuss, Melanie
;
Wijst, Per van der
- In:
The journal of business & industrial marketing
32
(
2017
)
4
,
pp. 505-518
Persistent link: https://www.econbiz.de/10011691664
Saved in:
7
The negotiation scorecard : a planning tool in business and industrial marketing
Fleming, David E.
;
Hawes, Jon M.
- In:
The journal of business & industrial marketing
32
(
2017
)
4
,
pp. 519-524
Persistent link: https://www.econbiz.de/10011691667
Saved in:
8
A model of negotiation issue-based tactics in business-to-business sales negotiations
Geiger, Ingmar
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 91-106
Persistent link: https://www.econbiz.de/10011738392
Saved in:
9
Fighting dragons with dragons : approaches for negotiating with Chinese partners
Strutton, David
;
Tran, Gina A.
;
Taylor, David G.
- In:
Business horizons
56
(
2013
)
5
,
pp. 561-572
Persistent link: https://www.econbiz.de/10010125874
Saved in:
10
Individual differences in the effectiveness of error management training for developing negotiation skills
Cullen, Michael J.
;
Muros, John P.
;
Rasch, Rena
; …
- In:
International journal of selection and assessment
21
(
2013
)
1
,
pp. 1-21
Persistent link: https://www.econbiz.de/10009725208
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