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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

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 more, the merrier" or "less is more"? : how the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes

Geiger, Ingmar; Hüffmeier, Joachim - In: Industrial marketing management : the international … 87 (2020), pp. 90-105

Persistent link: https://www.econbiz.de/10012285137

Business Project Management and Marketing : Mastering Business Markets

Kleinaltenkamp, Michael (ed.); Plinke, Wulff (ed.); … - 2016 - 1st ed. 2016

Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial...

Persistent link: https://www.econbiz.de/10012396309

Business project management and marketing : mastering business markets

Kleinaltenkamp, Michael (ed.); Plinke, Wulff (ed.); … - 2016

Persistent link: https://www.econbiz.de/10014011226