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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
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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
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Preisverhandlungen im B2B-Marketing
Backhaus, Klaus; Wilken, Robert; Doorn, Jenny van; … - In: Pricing-Forschung in Deutschland, (pp. 1-15). 2005
Persistent link: https://www.econbiz.de/10003272479
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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
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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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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
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Industrielle Verhandlungen : empirische Untersuchung von Verhandlungsmacht und -interaktion in Einzeltransaktion und Geschäftsbeziehung
Geiger, Ingmar - 2007 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003543290
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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
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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