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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

Being tough or being nice? : a meta-analysis on the impact of hard- and softline strategies in distributive negotiations

Hüffmeier, Joachim; Freund, Philipp Alexander; Zerres, … - In: Journal of management : JOM 40 (2014) 3, pp. 866-892

Persistent link: https://www.econbiz.de/10010253816

Strong or weak synergy? : revising the assumption of team-related advantages in integrative negotiations

Hüffmeier, Joachim; Zerres, Alfred; Freund, Philipp … - In: Journal of management 45 (2019) 7, pp. 2721-2750

Persistent link: https://www.econbiz.de/10012064162

Media effects on the formation of negotiator satisfaction : the example of face-to-face and text based electronically mediated negotiations

Geiger, Ingmar - In: Group decision and negotiation 23 (2014) 4, pp. 735-763

Persistent link: https://www.econbiz.de/10010386525

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

From letter to Twitter : a systematic review of communication media in negotiation

Geiger, Ingmar - In: Group decision and negotiation 29 (2020) 2, pp. 207-250

Persistent link: https://www.econbiz.de/10012225126

Negotiator Satisfaction in Face-to-Face and Electronically Mediated Negotiations

Geiger, Ingmar - 2010

Development and availability of modern communication technology has changed communication in negotiation fundamentally – different media can today be used for similar negotiation tasks. The process of negotiator satisfaction formation has not been studied in different media settings yet. Hence...

Persistent link: https://www.econbiz.de/10014194892

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

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

Why teams achieve higher negotiation profits than individuals : the mediating role of deceptive tactics

Aykac, Tayfun; Wilken, Robert; Jacob, Frank; Prime, Nathalie - In: The journal of business & industrial marketing 32 (2017) 4, pp. 567-579

Persistent link: https://www.econbiz.de/10011692418