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~subject:"Emotion"
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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
Emotional deception in negotiation
Kang, Polly
;
Schweitzer, Maurice E.
- In:
Organizational behavior and human decision processes : …
173
(
2022
),
pp. 1-15
Persistent link: https://www.econbiz.de/10013535645
Saved in:
4
ABC cost driver framing and altering the balance of power in customer-supplier negotiations
Chang, Linda J.
- In:
The accounting review : a publication of the American …
97
(
2022
)
6
,
pp. 149-171
Persistent link: https://www.econbiz.de/10013499093
Saved in:
5
The influence of relationship partners on client managers’ negotiation positions
Dodgson, Mary Kate
;
Agoglia, Christopher P.
;
Bennett, …
- In:
Accounting, organizations and society : an …
92
(
2021
),
pp. 1-13
Persistent link: https://www.econbiz.de/10013271029
Saved in:
6
Negotiation as a function in supply chain transactions
Stelzer, Alexander
- In:
Expert journal of business and management
5
(
2017
)
2
,
pp. 61-67
Persistent link: https://www.econbiz.de/10011749815
Saved in:
7
Perception differences between buyer and supplier : the effect of agent negotiation styles
Su, Hung-Chung
;
Chen, Yi-Su
;
Ro, Young Kyun
- In:
International journal of production research
55
(
2017
)
19/20
,
pp. 6067-6083
Persistent link: https://www.econbiz.de/10011724361
Saved in:
8
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:
9
Ups and downs : emotional dynamics in negotiations and their effects on (in)equity
Griessmair, Michele
- In:
Group decision and negotiation
26
(
2017
)
6
,
pp. 1061-1090
Persistent link: https://www.econbiz.de/10011778407
Saved in:
10
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:
11
Ethical negotiation values of Chinese negotiators
Hup, Chan Sow
;
Shing, Ng Tsz
- In:
Journal of business research : JBR
69
(
2016
)
2
,
pp. 823-830
Persistent link: https://www.econbiz.de/10011436298
Saved in:
12
Verhandeln mit Gefühl
Brooks, Alison Wood
- In:
Harvard-Business-Manager : das Wissen der Besten
38
(
2016
)
2
,
pp. 22-31
Persistent link: https://www.econbiz.de/10011535135
Saved in:
13
Wie Sie mit mächtigen Lieferanten verhandeln
Paranikas, Petros
;
Whiteford, Grace Puma
;
Tevelson, Bob
; …
- In:
Harvard-Business-Manager : das Wissen der Besten
38
(
2016
)
2
,
pp. 52-59
Persistent link: https://www.econbiz.de/10011535139
Saved in:
14
Cultural norms and cultural agents in buyer-seller negotiation processes and outcomes
Uzo, Uchenna
;
Adigwe, Jude O.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 126-143
Persistent link: https://www.econbiz.de/10011515680
Saved in:
15
Ethical reasoning in business-to-business negotiations : evidence from relationships in the chemical industry in Germany
Moosmayer, Dirk C.
;
Niemand, Thomas
;
Siems, Florian
- In:
Business ethics : a European review
25
(
2016
)
2
,
pp. 128-143
Persistent link: https://www.econbiz.de/10011490007
Saved in:
16
Analyzing the multiple dimensions of negotiation processes
Filzmoser, Michael
;
Hippmann, Patrick
;
Vetschera, Rudolf
- In:
Group decision and negotiation
25
(
2016
)
6
,
pp. 1169-1188
Persistent link: https://www.econbiz.de/10011597953
Saved in:
17
Emotion and the art of negotiation
Brooks, Alison Wood
- In:
Harvard business review : HBR
93
(
2015
)
12
,
pp. 56-64
Persistent link: https://www.econbiz.de/10011411438
Saved in:
18
The impact of relationship history on negotiation strategy expectations : a theoretical framework
Thomas, Stephanie P.
;
Manrodt, Karl B.
;
Eastman, …
- In:
International journal of physical distribution & …
45
(
2015
)
8
,
pp. 794-813
Persistent link: https://www.econbiz.de/10011418073
Saved in:
19
When an intercultural business negotiation fails : comparing the emotions and behavioural tendencies of individualistic and collectivistic negotiatiors
Luomala, Harri T.
;
Kumar, Rajesh
;
Singh, J. D.
; …
- In:
Group decision and negotiation
24
(
2015
)
3
,
pp. 537-561
Persistent link: https://www.econbiz.de/10010533297
Saved in:
20
Emotional intelligence and negotiation outcomes : mediating effects of rapport, negotiation strategy, and judgment accuracy
Kim, Kihwan
;
Cundiff, Nicole L.
;
Choi, Sukbong
- In:
Group decision and negotiation
24
(
2015
)
3
,
pp. 477-493
Persistent link: https://www.econbiz.de/10010533306
Saved in:
21
How to negotiate with powerful suppliers
Paranikas, Petros
;
Whiteford, Grace Puma
;
Tevelson, Bob
; …
- In:
Harvard business review : HBR
93
(
2015
)
7/8
,
pp. 90-96
Persistent link: https://www.econbiz.de/10011297552
Saved in:
22
Entrepreneurs' negotiation behavior
Artinger, Sabrina
;
Vulkan, Nir
;
Shem-Ṭov, Yotam
- In:
Small business economics : an entrepreneurship journal
44
(
2015
)
4
,
pp. 737-757
Persistent link: https://www.econbiz.de/10011382238
Saved in:
23
The impact of cultural differences on buyer-supplier negotiations : an experimental study
Ribbink, Dina
;
Grimm, Curtis M.
- In:
Journal of operations management
32
(
2014
)
3
,
pp. 114-126
Persistent link: https://www.econbiz.de/10010363990
Saved in:
24
Negotiating with emotion
Leary, Kimberlyn
;
Pillemer, Julianna
;
Wheeler, Michael
- In:
Harvard business review : HBR
91
(
2013
)
1/2
,
pp. 96-103
Persistent link: https://www.econbiz.de/10009685706
Saved in:
25
Planning negotiations for logistics service providers
Sarigiannidis, Miltiadis
- In:
Outsourcing management for supply chain operations and …
,
(pp. 405-414)
.
2013
Persistent link: https://www.econbiz.de/10009686488
Saved in:
26
An experimental test of negotiation strategy effects on knowledge sharing intentions in buyer-supplier relationships
Thomas, Stephanie P.
;
Thomas, Rodney W.
;
Manrodt, Karl B.
; …
- In:
The journal of supply chain management : a global …
49
(
2013
)
2
,
pp. 96-113
Persistent link: https://www.econbiz.de/10009753731
Saved in:
27
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:
28
Geschlechtsspezifisches Verhalten in Lieferanten-Kunden-Verhandlungen : eine experimentelle Analyse
Sucky, Eric
;
Dobhan, Alexander
;
Zitzmann, Immanuel
; …
- In:
Supply Management Research : aktuelle …
,
(pp. 3-32)
.
2013
Persistent link: https://www.econbiz.de/10010187587
Saved in:
29
Feilschen mit Gefühl
Leary, Kimberlyn
;
Pillemer, Julianna
;
Wheeler, Michael
- In:
Harvard-Business-Manager : das Wissen der Besten
35
(
2013
)
5
,
pp. 26-35
Persistent link: https://www.econbiz.de/10009730666
Saved in:
30
The effect of outcome and process accountability on customer-supplier negotiations
Chang, Linda J.
;
Cheng, Mandy Man-sum
;
Trotman, Ken T.
- In:
Accounting, organizations and society : an …
38
(
2013
)
2
,
pp. 93-107
Persistent link: https://www.econbiz.de/10009720917
Saved in:
31
The mindful negotiator : strategic emotion management and well-being
Kopelman, Shirli
;
Avi-Yonah, Orli
;
Varghese, Akshaya K.
- In:
The Oxford handbook of positive organizational scholarship
,
(pp. 591-600)
.
2012
Persistent link: https://www.econbiz.de/10010193990
Saved in:
32
Negotiating when outnumbered : agenda strategies for bargaining with buying teams
Patton, Charles
;
Balakrishnan, P. V.
- In:
International journal of research in marketing : IJRM ; …
29
(
2012
)
3
,
pp. 280-291
Persistent link: https://www.econbiz.de/10009613715
Saved in:
33
Deception in negotiations : the role of emotions
Gino, Francesca
;
Shea, Catherine
- In:
The Oxford handbook of economic conflict resolution
,
(pp. 47-60)
.
2012
Persistent link: https://www.econbiz.de/10009735276
Saved in:
34
The Utility of Relationships in Negotiation
Brown, Ashley D.
;
Curhan, Jared R.
- In:
The Oxford handbook of economic conflict resolution
.
2012
Persistent link: https://www.econbiz.de/10012881890
Saved in:
35
Preisverhandlungen
Voeth, Markus
;
Herbst, Uta
- In:
Preismanagement auf Business-to-Business Märkten : …
,
(pp. 205-235)
.
2011
Persistent link: https://www.econbiz.de/10008905654
Saved in:
36
Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
Brooks, Alison Wood
;
Schweitzer, Maurice E.
- In:
Organizational behavior and human decision processes : …
115
(
2011
)
1
,
pp. 43-54
Persistent link: https://www.econbiz.de/10009007195
Saved in:
37
Auditor tactics in negotiations : a research note
Hollindale, Janice
;
Kent, Pamela
;
McNamara, Ray
- In:
International journal of auditing : IJA
15
(
2011
)
3
,
pp. 288-300
Persistent link: https://www.econbiz.de/10009384008
Saved in:
38
Knowledge representation for multi-agent negotiations in virtual enterprises
Wang, X. Henry
;
Wong, Tak Nam
;
Wang, Gang
- In:
International journal of production research
49
(
2011
)
14
,
pp. 4275-4297
Persistent link: https://www.econbiz.de/10009235893
Saved in:
39
Negotiation models in manufacturing e-marketplaces : the negotiations agents
Lo Nigro, Giovanna
;
Bruccoleri, Manfredi
;
La Commare, …
- In:
Designing and evaluating value added services in …
,
(pp. 97-117)
.
2005
Persistent link: https://www.econbiz.de/10003275399
Saved in:
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