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When East meets West at the bargaining table : adaptation, behavior and outcomes in intra- and intercultural German-Chinese business negotiations

Lügger, Kai; Geiger, Ingmar; Neun, Harald; Backhaus, Klaus - In: Journal of business economics : JBE 85 (2015) 1, pp. 15-43

Persistent link: https://www.econbiz.de/10010476676

The impact of team characteristics on the course and outcome of intergroup price negotiations

Backhaus, Klaus; Doorn, Jenny van; Wilken, Robert - In: Journal of business-to-business marketing 15 (2008) 4, pp. 365-396

Persistent link: https://www.econbiz.de/10003804722

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

Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation between German and Chinese Negotiators

Neun, Harald; Geiger, Ingmar; Luegger, Kai; Backhaus, Klaus - 2012

The present study analyzes the impact of culture on negotiation behavior in German and Chinese intra- and intercultural business negotiations mainly focusing on the seller role. We find more distributive and less integrative negotiation behavior among intracultural Chinese compared to...

Persistent link: https://www.econbiz.de/10014168743