//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~type:"article"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Negotiating strategy"
Narrow search
Delete all filters
| 1 applied filter
Year of publication
From:
To:
Subject
All
Negotiation techniques
260
Verhandlungstechnik
260
Negotiations
152
Verhandlungen
152
Bargaining theory
93
Verhandlungstheorie
93
Negotiation
31
Lieferantenmanagement
25
Supplier relationship management
25
Cultural identity
24
Kulturelle Identität
24
Cross-cultural management
23
Interkulturelles Management
23
China
20
Experiment
20
USA
17
United States
17
Gender
16
Geschlecht
16
Culture
14
Emotion
14
negotiation
13
Business ethics
12
Ethics
12
Ethik
12
Kultur
12
Unternehmensethik
12
Comparison
11
Vergleich
11
Cross-cultural relations
10
Interkulturelle Beziehungen
10
B-to-B-Marketing
9
Business-to-business marketing
9
Communication
9
Financial audit
9
Kommunikation
9
National culture
9
Nationalkultur
9
Wirtschaftsprüfung
9
Agent-based modeling
8
more ...
less ...
Online availability
All
Undetermined
90
Free
11
Type of publication
All
Article
Book / Working Paper
295
Type of publication (narrower categories)
All
Article in journal
202
Aufsatz in Zeitschrift
202
Aufsatz im Buch
53
Book section
53
Conference paper
4
Konferenzbeitrag
4
Collection of articles of several authors
2
Sammelwerk
2
Case study
1
Fallstudie
1
Interview
1
Reprint
1
more ...
less ...
Language
All
English
240
German
22
Author
All
Herbst, Uta
7
Voeth, Markus
7
Geiger, Ingmar
6
Brett, Jeanne M.
5
Bazerman, Max H.
4
Khatib, Jamal A. al-
4
Wilken, Robert
4
Brooks, Alison Wood
3
Caputo, Andrea
3
Fang, Tony
3
Gelfand, Michele J.
3
Jacob, Frank
3
Ma, Zhenzhong
3
Malhotra, Deepak
3
Miles, Edward W.
3
Prime, Nathalie
3
Schoop, Mareike
3
Schweitzer, Maurice E.
3
Vesterlund, Lise
3
Wachowicz, Tomasz
3
Zhang, Zhi-Xue
3
Adair, Wendi L.
2
Al-Habib, Mohammed I.
2
Aykac, Tayfun
2
Baber, William W.
2
Backhaus, Klaus
2
Belz, Dan
2
Benetti, Sara
2
Bennett, G. Bradley
2
Bogari, Naima
2
Bowles, Hannah Riley
2
Brown, Ashley D.
2
Buchan, Nancy R.
2
Chang, Linda J.
2
Chapman, Elizabeth F.
2
Cheng, Mandy Man-sum
2
Coffman, Lucas C.
2
Curhan, Jared R.
2
Eklinder-Frick, Jens
2
Fatas, Enrique
2
more ...
less ...
Published in...
All
Group decision and negotiation
23
Harvard business review : HBR
11
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
10
The Oxford handbook of economic conflict resolution
10
Harvard-Business-Manager : das Wissen der Besten
8
The journal of business & industrial marketing
8
Journal of business ethics : JOBE
5
Journal of business research : JBR
5
Climate policy
4
International studies of management and organization
4
Accounting, organizations and society : an international journal devoted to the behavioural, organizational and social aspects of accounting
3
Business horizons
3
International business review : the official journal of the European International Business Academy
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of business economics : JBE
3
Journal of business economics and management
3
Journal of education for business
3
Academy of Management journal : AMJ
2
Business ethics : a European review
2
Contemporary accounting research : a journal of the Canadian Academic Accounting Association
2
Global journal of business research : GJBR
2
Industrial marketing management : the international journal for industrial and high-tech firms
2
International journal of Indian culture and business management
2
International journal of production economics
2
International journal of production research
2
Journal of economic behavior & organization : JEBO
2
Journal of marketing theory and practice
2
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
2
Journal of transnational management : the official journal of the International Management Development Association
2
Journal of world trade : law, economic policy, public policy
2
New emerging economies and their culture
2
Organization management journal : official journal of the Eastern Academy of Management
2
Oxford economic papers
2
The Oxford handbook of positive organizational scholarship
2
The accounting review : a publication of the American Accounting Association
2
Wharton on making decisions
2
Academy of Management perspectives : AMP
1
Administrative science quarterly : ASQ ; dedicated to advancing the understanding of administration through empirical investigation and theoretical analysis
1
Advances in accounting : a research annual
1
Amfiteatru economic : an economic and business research periodical
1
more ...
less ...
Source
All
ECONIS (ZBW)
262
Showing
151
-
200
of
262
Sort
Relevance
Date (newest first)
Date (oldest first)
151
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:
152
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:
153
Prozessorientierte Entscheidungsunterstützung in der Flugbeschaffung
Armborst, Kathrin
- In:
Management science : Modelle und Methoden zur …
,
(pp. 209-217)
.
2013
Persistent link: https://www.econbiz.de/10010201194
Saved in:
154
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:
155
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:
156
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:
157
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:
158
How to negotiate with VCs : the term sheet is just the beginning ; here's how to maximize value for the long run
Malhotra, Deepak
- In:
Harvard business review : HBR
91
(
2013
)
5
,
pp. 84-90
Persistent link: https://www.econbiz.de/10009740753
Saved in:
159
The measurement of negotiating ability : evidence from India
Rai, Himanshu
- In:
Global journal of business research : GJBR
7
(
2013
)
4
,
pp. 109-125
Persistent link: https://www.econbiz.de/10009741325
Saved in:
160
TOPSIS based approach to scoring negotiating offers in negotiation support systems
Wachowicz, Tomasz
;
Błaszczyk, Pawel
- In:
Group decision and negotiation
22
(
2013
)
6
,
pp. 1021-1050
Persistent link: https://www.econbiz.de/10010192697
Saved in:
161
The insider artist : a quartet of case studies
Guillet de Monthoux, Pierre
- In:
Society and business review
8
(
2013
)
3
,
pp. 269-280
Persistent link: https://www.econbiz.de/10010195711
Saved in:
162
Watch your tone : relational paralinguistic messages in negotiation
Semnani-Azad, Zhaleh
;
Adair, Wendi L.
- In:
International studies of management and organization
43
(
2013
)
4
,
pp. 64-89
Persistent link: https://www.econbiz.de/10010248462
Saved in:
163
Negotiating ethics in China
Rivers, Cheryl
- In:
International studies of management and organization
43
(
2013
)
4
,
pp. 39-63
Persistent link: https://www.econbiz.de/10010248464
Saved in:
164
Nothing succeeds like success
Zhu, Xiaoshu
;
Gao, Dianjun
- In:
International studies of management and organization
43
(
2013
)
4
,
pp. 26-38
Persistent link: https://www.econbiz.de/10010248466
Saved in:
165
Effective influence in negotiation
Adair, Wendi L.
;
Taylor, Masako
;
Chu, Jihyun
;
Ethier, Nicole
- In:
International studies of management and organization
43
(
2013
)
4
,
pp. 6-25
Persistent link: https://www.econbiz.de/10010248468
Saved in:
166
Schwerpunkt: Verhandeln
In:
Harvard-Business-Manager : das Wissen der Besten
35
(
2013
)
5
,
pp. 26-60
Persistent link: https://www.econbiz.de/10009730630
Saved in:
167
Komplexe Verhandlungen erfolgreich führen
Lax, David A.
;
Sebenius, James K.
- In:
Harvard-Business-Manager : das Wissen der Besten
35
(
2013
)
5
,
pp. 38-49
Persistent link: https://www.econbiz.de/10009730658
Saved in:
168
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:
169
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:
170
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
Saved in:
171
The dynamics of consensus building in intracultural and intercultural negotiations
Liu, Leigh Anne
;
Friedman, Ray
;
Barry, Bruce
;
Gelfand, …
- In:
Administrative science quarterly : ASQ ; dedicated to …
57
(
2012
)
2
,
pp. 269-304
Persistent link: https://www.econbiz.de/10009578195
Saved in:
172
Transforming the negotiator : the impact of critical learning on teaching and practicing negotiation
Mazen, Abdelmagid
- In:
Management learning : the journal for managerial and …
43
(
2012
)
1
,
pp. 113-128
Persistent link: https://www.econbiz.de/10009502377
Saved in:
173
Deal making 2.0 : a guide to complex negotiations
Lax, David A.
;
Sebenius, James K.
- In:
Harvard business review : HBR
90
(
2012
)
11
,
pp. 92-100
Persistent link: https://www.econbiz.de/10009665411
Saved in:
174
Negotiating with the Malaysian Chinese : versatile partners for business expansion in Asia
Loo, Mark
- In:
International journal of business and emerging markets …
4
(
2012
)
4
,
pp. 293-312
Persistent link: https://www.econbiz.de/10009670335
Saved in:
175
Pre-deal management
McSweeney, Brendan
;
Happonen, Elina
- In:
The handbook of mergers and acquisitions
,
(pp. 171-194)
.
2012
Persistent link: https://www.econbiz.de/10009551404
Saved in:
176
Interkulturelles Management im Investitionsgütermarketing
Emrich, Christin
- In:
Maschinenbaumarketing
,
(pp. 93-115)
.
2012
Persistent link: https://www.econbiz.de/10009558212
Saved in:
177
Verhandlungsmanagement als Erfolgsfaktor im internationalen Vertrieb
Voeth, Markus
;
Herbst, Uta
- In:
Internationaler Vertrieb : Grundlagen, Konzepte und …
,
(pp. 603-615)
.
2012
Persistent link: https://www.econbiz.de/10009624376
Saved in:
178
Your good name : the relationship between perceived reputational risk and acceptability of negotiation tactics
Ma, Li
;
McLean Parks, Judi
- In:
Journal of business ethics : JOBE
106
(
2012
)
2
,
pp. 161-175
Persistent link: https://www.econbiz.de/10009546830
Saved in:
179
Strategisches Verhandeln für Controller : die relevanten Wins im Win-Win-Prozess
Küng, Gebi
- In:
Controlling als Inhouse-Consulting
,
(pp. 23-42)
.
2012
Persistent link: https://www.econbiz.de/10009656713
Saved in:
180
Alternate strategies for a win-win seeking agent in agent-human negotiations
Yang, Yinping
;
Singhal, Sharad
;
Xu, Yunjie
- In:
Journal of management information systems : JMIS
29
(
2012/13
)
3
,
pp. 223-256
Persistent link: https://www.econbiz.de/10009740979
Saved in:
181
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:
182
Parallel and divergent predictors of objective and subjective value in negotiation
Curhan, Jared R.
;
Brown, Ashley D.
- In:
The Oxford handbook of positive organizational scholarship
,
(pp. 579-590)
.
2012
Persistent link: https://www.econbiz.de/10010193991
Saved in:
183
Home safe : no-trade clauses and player salaries in major league baseball
Pedace, Roberto
;
Hall, Curtis M.
- In:
Industrial relations : a journal of economy & society
51
(
2012
)
3
,
pp. 627-644
Persistent link: https://www.econbiz.de/10009567707
Saved in:
184
Extremely difficult negotiator goals : do they follow the predictions of goal-setting theory?
Miles, Edward W.
;
Chapman, Elizabeth F.
- In:
Organizational behavior and human decision processes : …
118
(
2012
)
2
,
pp. 108-115
Persistent link: https://www.econbiz.de/10009568908
Saved in:
185
Continuity and change in Russia's climate negotiations position and strategy
Andonova, Liliana B.
;
Alexieva, Assia
- In:
Climate policy
12
(
2012
)
5
,
pp. 614-629
Persistent link: https://www.econbiz.de/10009569356
Saved in:
186
India as an emerging power in international climate negotiations
Michaelowa, Katharina
;
Michaelowa, Axel
- In:
Climate policy
12
(
2012
)
5
,
pp. 575-590
Persistent link: https://www.econbiz.de/10009569369
Saved in:
187
Determinants of bargaining success in the climate change negotiations
Weiler, Florian
- In:
Climate policy
12
(
2012
)
5
,
pp. 552-574
Persistent link: https://www.econbiz.de/10009569375
Saved in:
188
Strategy in the climate change negotiations : do democracies negotiate differently?
Bailer, Stefanie
- In:
Climate policy
12
(
2012
)
5
,
pp. 534-551
Persistent link: https://www.econbiz.de/10009569443
Saved in:
189
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:
190
Humour in negotiations : a pragmatic analysis of humour in simulated negotiations
Maemura, Yu
;
Horita, Masahide
- In:
Group decision and negotiation
21
(
2012
)
6
,
pp. 821-838
Persistent link: https://www.econbiz.de/10009684852
Saved in:
191
Explaining and predicting cultural differences in negotiation
Gelfand, Michele J.
;
Severance, Laura
;
Fulmer, C. Ashley
; …
- In:
The Oxford handbook of economic conflict resolution
,
(pp. 332-356)
.
2012
Persistent link: https://www.econbiz.de/10009735232
Saved in:
192
Connectivity and cooperation
Buchan, Nancy R.
;
Fatas, Enrique
;
Grimalda, Gianluca
- In:
The Oxford handbook of economic conflict resolution
,
(pp. 155-179)
.
2012
Persistent link: https://www.econbiz.de/10009735253
Saved in:
193
Social comparison in negotiation
Crusius, Jan
;
Mußweiler, Thomas
- In:
The Oxford handbook of economic conflict resolution
,
(pp. 120-137)
.
2012
Persistent link: https://www.econbiz.de/10009735255
Saved in:
194
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:
195
Intermediation and diffusion of responsibility in negotiation : a case of bounded ethicality
Paharia, Neeru
;
Coffman, Lucas C.
;
Bazerman, Max H.
- In:
The Oxford handbook of economic conflict resolution
,
(pp. 37-46)
.
2012
Persistent link: https://www.econbiz.de/10009735277
Saved in:
196
Communication media : implications for negotiation process and outcome
Barsness, Zoe I.
- In:
The Oxford handbook of economic conflict resolution
,
(pp. 19-36)
.
2012
Persistent link: https://www.econbiz.de/10009735278
Saved in:
197
Connectivity and Cooperation
Buchan, Nancy R.
;
Fatas, Enrique
;
Grimalda, Gianluca
- In:
The Oxford handbook of economic conflict resolution
.
2012
Persistent link: https://www.econbiz.de/10012881877
Saved in:
198
Explaining and Predicting Cultural Differences in Negotiation
Gelfand, Michele J.
;
Severance, Laura
;
Fulmer, C. Ashley
; …
- In:
The Oxford handbook of economic conflict resolution
.
2012
Persistent link: https://www.econbiz.de/10012881881
Saved in:
199
Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality
Paharia, Neeru
;
Coffman, Lucas C.
;
Bazerman, Max H.
- In:
The Oxford handbook of economic conflict resolution
.
2012
Persistent link: https://www.econbiz.de/10012881884
Saved in:
200
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:
First
Prev
1
2
3
4
5
6
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->