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Does paying back pay off? : effects of reciprocity and economic outcomes on trust emergence in negotiations
Sondern, Dominik; Hertel, Guido - In: Group decision and negotiation 28 (2019) 6, pp. 1053-1076
Persistent link: https://www.econbiz.de/10012126643
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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
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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
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Too many cooks spoil the soup : how negotiating teams deteriorate the negotiators' relationship
Zerres, Alfred; Hüffmeier, Joachim - In: Die Betriebswirtschaft : DBW 71 (2011) 6, pp. 559-575
Persistent link: https://www.econbiz.de/10009382932
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Promoting prevention success at the bargaining table : regulatory focus in distributive negotiations
Trötschel, Roman; Bündgens, Silke; Hüffmeier, Joachim; … - In: Journal of economic psychology : research in economic … 38 (2013), pp. 26-39
Persistent link: https://www.econbiz.de/10010234279
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NegotiAct : introducing a comprehensive coding scheme to capture temporal interaction patterns in negotiations
Jäckel, Elisabeth; Zerres, Alfred; Hemshorn de … - In: Group & organization management : an international journal 49 (2024) 3, pp. 743-783
Persistent link: https://www.econbiz.de/10014577494