products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

-seller negotiations in the industrial goods sector; formulate propositions predicting behaviors of empowered buyers, avoidant buyers and …-seller negotiations and communication in industrial buyer-seller bargaining interactions. Findings – The more expensive an industrial …

negotiations in the procurement stage. Findings – The critical events show that problems of understanding arise due to risk … the project context are behind the development of problems of understanding. Practical implications – Negotiations develop …

business professionals. The paper emphasizes face-to-face interaction more so than internet negotiations since relationship … before making any major deals. As such, traditional means of negotiations are preferred. Also, it should be noted that … local norms prior to undertaking any major negotiations. It is best to negotiate through face-to-face format with one …

convergence. In an attempt to progress the negotiations towards a successful outcome, the chairman of the WTO Committee on …

Multilateral trade negotiations are, by design, becoming increasingly complex. The current degree of complexity limits … complexity on trade negotiations. The conclusion is that the rational decision of many countries may be to opt for no agreement. …