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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

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

Industrielle Verhandlungen : empirische Untersuchung von Verhandlungsmacht und -interaktion in Einzeltransaktion und Geschäftsbeziehung

Geiger, Ingmar - 2007 - 1. Aufl.

Persistent link: https://www.econbiz.de/10003543290

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

Mind the medium : a qualitative analysis of email negotiation

Parlamis, Jennifer D.; Geiger, Ingmar - In: Group decision and negotiation 24 (2015) 2, pp. 359-381

Persistent link: https://www.econbiz.de/10010485495

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

Industrielle Verhandlungen : Empirische Untersuchung von Verhandlungsmacht und-interaktion in Einzeltransaktion und Geschäftsbeziehung

Geiger, Ingmar (contributor) - 2008

Bedeutung von Verhandlungen im Industriegütermarketing -- Untersuchungsgegenstand Vermarktungsverhandlung -- Konkretisierung des verhaltenswissenschaftlichen Verhandlungsmodells -- Forschungsmethodik und Ergebnisse -- Fazit und Ausblick.

Persistent link: https://www.econbiz.de/10013516780

Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals

Geiger, Ingmar; Bischoff, Lena; Vogler, Thilo - In: Industrial marketing management : the international … 103 (2022), pp. 170-182

Persistent link: https://www.econbiz.de/10013255672