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~person:"Voeth, Markus"
~subject:"Bargaining theory"
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Bargaining theory
Negotiation techniques
9
Verhandlungstechnik
9
Lieferantenmanagement
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Negotiations
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Supplier relationship management
3
Verhandlungen
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Verhandlungstheorie
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B-to-B-Marketing
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Bargaining power
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Business negotiation
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COVID-19
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Salesforcecontrol
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Voeth, Markus
Geiger, Ingmar
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Herbst, Uta
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Prime, Nathalie
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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
The journal of business & industrial marketing
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ECONIS (ZBW)
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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
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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