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Year of publication
Subject
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Negotiation techniques 618 Verhandlungstechnik 618 Negotiations 357 Verhandlungen 357 Verhandlungstheorie 187 Bargaining theory 183 Verhandlungsführung 48 Experiment 41 Negotiation 40 China 33 Kommunikation 33 Erfolgsfaktor 31 Success factor 31 Cultural identity 29 Interkulturelles Management 29 Kulturelle Identität 29 Lieferantenmanagement 26 Supplier relationship management 26 Communication 25 Cross-cultural management 25 Konfliktregelung 23 Gender 22 Geschlecht 22 USA 22 United States 22 Verkauf 21 Verhandlung 20 Dispute settlement 19 Emotion 19 Financial audit 19 Selling 19 Theorie 19 Theory 19 Wirtschaftsprüfung 19 B-to-B-Marketing 18 Business-to-business marketing 18 negotiation 18 Deutschland 17 Gender differences 17 Germany 17
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Online availability
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Undetermined 198 Free 113 CC license 4
Type of publication
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Book / Working Paper 333 Article 290
Subcategories
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Article in journal 219 Book section 51 Guidebook 29 Working paper 21 Textbook 13 Case study 5 Proceedings 4 Glossary included 3 Handbook 3
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Language
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English 522 German 103 Undetermined 3 Spanish 2 Russian 1
Author
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Herbst, Uta 14 Vesterlund, Lise 10 Geiger, Ingmar 9 Voeth, Markus 9 Brett, Jeanne M. 7 Olekalns, Mara 7 Adair, Wendi L. 6 Barry, Bruce 6 Ebner, Noam 6 Lewicki, Roy J. 6 Thompson, Leigh L. 6 Bazerman, Max H. 5 Exley, Christine L. 5 Niederle, Muriel 5 Saunders, David M. 5 Schweitzer, Maurice E. 5 Al-Khatib, Jamal A. 4 Andersen, Steffen 4 Baber, William W. 4 Benoliel, Michael 4 Helmold, Marc 4 Hüffmeier, Joachim 4 Kearney, Eric 4 Kleinaltenkamp, Michael 4 Ma, Zhenzhong 4 Marx, Julie 4 Maréchal, Michel André 4 Nielsen, Kasper M. 4 Schneider, Andrea Kupfer 4 Schoop, Mareike 4 Sebenius, James K. 4 Steinel, Wolfgang 4 Thöni, Christian 4 Wilken, Robert 4 Agoglia, Christopher P. 3 Bhardwaj, Bhawana 3 Bowles, Hannah Riley 3 Brooks, Alison Wood 3 Curhan, Jared R. 3 Elfenbein, Hillary Anger 3
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Institution
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Verlag Dr. Kovač 18 Springer Fachmedien Wiesbaden 11 Haufe-Lexware GmbH & Co. KG 4 Universität Potsdam 4 National Bureau of Economic Research 3 NWB Verlag 2 Redline Verlag 2 Springer-Verlag GmbH 2 American Management Association, Purchasing Division 1 Brot für die Welt <Körperschaft> 1 Campus Verlag 1 Dr. Rainer Hampp <Firma> 1 Eberhard Karls Universität Tübingen 1 Edward Elgar Publishing 1 Eric Cuvillier <Firma> 1 Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart> 1 Harvard Business Review Press 1 Kanada / Department of Industry <1993-> 1 Nomos Verlagsgesellschaft 1 Routledge 1 Springer Gabler <Firma> 1 UVK Verlagsgesellschaft mbH 1 Verlag Franz Vahlen 1 W. Kohlhammer GmbH 1 Windmühle Verlag GmbH 1 World Scientific (Firm) 1 epubli GmbH 1 vdf Hochschulverlag AG an der ETH Zürich 1
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Published in...
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Group decision and negotiation 24 Schriftenreihe zum Verhandlungsmanagement 18 SpringerLink / Bücher 14 Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology 12 Harvard business review : HBR 11 The Oxford handbook of economic conflict resolution 11 Harvard-Business-Manager : das Wissen der Besten 8 The journal of business & industrial marketing 8 Springer eBook Collection 6 Journal of business ethics : JOBE 5 Journal of business research : JBR 5 Climate policy 4 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 4 International studies of management and organization 4 Contemporary accounting research : a journal of the Canadian Academic Accounting Association 3 Handbook of research on negotiation 3 International business review : the official journal of the European International Business Academy 3 Journal of behavioral decision making 3 Journal of education for business 3 Journal of property investment & finance 3 Managing and negotiating disagreements : a contemporary approach for conflict resolution 3 NBER working paper series 3 Systemische Organisationsberatung und Aktionsforschung : Schriftenreihe des Instituts für Systemische Aktionsforschung 3 Working papers / Harvard Business School, Division of Research 3 Academy of Management journal : AMJ 2 Accounting, organizations and society : an international journal devoted to the behavioural, organizational and social aspects of accounting 2 Always learning 2 Arbeitshefte Führungspsychologie 2 BestMasters 2 Business ethics : a European review 2 Business horizons 2 CESifo working papers 2 California management review 2 Edward Elgar E-Book Archive 2 Elgar original reference 2 Gabler Theses 2 Harvard Business School NOM Unit Working Paper 2 Hohenheimer Arbeits- und Projektberichte zum Marketing & Business Development 2 IACM 2006 Meetings Paper 2 IACM 2007 Meetings Paper 2
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Source
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ECONIS (ZBW) 618 RePEc 3 Other ZBW resources 2
Showing 1 - 50 of 572
 
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From preparation to performance : conscientiousness predicts negotiation planning and value claiming
Jang, Daisung; Bottom, William P.; Elfenbein, Hillary Anger - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015372184
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Cross-cultural negotiation styles in Shandong province, China : the role of cultural and emotional intelligence
Ajeakoh, Connor Agyere; Yesilada, Figen; Ahmed, Japheth Nuhu - 2025
Background In today's multicultural workplace, the capacity for negotiation is essential for productive interactions. Negotiation is one of the most popular collaborative decision-making techniques across a range of organisational levels and roles. Aims/objectives The aim of this study is to...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015613694
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The ransomware pricing paradox : an empirical study of the six stages of ransomware negotiations
Meurs, Tom; Cartwright, Anna; Cartwright, Edward; … - 2025
Ransomware has become the most common cyber risk for businesses. The rise is not driven by attackers using innovative attacks, but instead by deteriorating negotiation outcomes. The average payment grew by almost 20,000% since 2018. However, it remains unclear why attackers can demand ever...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015463585
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NegotiAct : introducing a comprehensive coding scheme to capture temporal interaction patterns in negotiations
Jäckel, Elisabeth; Zerres, Alfred; Hemshorn de … - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014577494
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Several ways of imposing asymmetric trade arrangements : methods, successes and limitations of the Trump administration's tariff policy
Chambovey, Didier - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015627966
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The impact of negotiators’ motivation on the use of decision support tools in preparation for negotiations
Roszkowska, Ewa; Kersten, Gregory E.; Wachowicz, Tomasz - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013473134
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How does depletion interact with auditors' skeptical dispositions to affect auditors' challenging of managers in negotiations?
Bhaskar, Lori Shefchik; Majors, Tracie M.; Vitalis, Adam - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014442835
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Yes! Bekomme, was Du wirklich willst : die innere Harvard-Methode für echte Einigung
Ury, William - 2026 - 2. Auflage
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015459435
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Transforming Healthcare Through Negotiation : A Guide to Success in Medicine, Care Delivery, and the Business of Health
Lee, Stacey B. - 2026
Cover -- Endorsement Page -- Half Title -- Title Page -- Copyright Page -- Table of Contents -- Preface -- Acknowledgments -- About the Author -- Part I Building the HEAR Foundation -- Navigating Part I: Your Roadmap to Understanding the Core Elements of Healthcare Negotiation -- The HEAR...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015582362
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Beyond simplifications : making sense of paradoxical Chinese values in Chinese-Western business negotiations
Spijkman, Marleen; Jong, Menno D. T. de - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014228980
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Chinese business negotiation : art and strategy
Zhang, Shougang; Guénier, Amily Dongshuo Wang - 2026
1. Introduction 2. "Shi"-Conditions for Negotiation 3. "Ethical Pursuit of Wealth"-The Philosophy of Negotiation Interests 4. "Compassionate Leadership"-Humanistic Assumptions of Negotiators 5. "Strategic Planning"-Tactical Games in Negotiation 6. "Balanced Approach"-The Path of Communication in...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015582378
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Empowering salespeople in complex negotiations : autonomy and leeway in preparation and concession-making
Lai-Bennejean, Christine; Arndt, Aaron D - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015419779
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Practice Briefing: a comprehensive negotiation framework for real estate professionals, part II
Wiegelmann, Thomas; Falcão, Horacio - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015404091
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Trust gap in negotiation : how to engage stakeholders and negotiate prosperity
Nixon, Peter - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015634246
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Avoiding backlash or proving one's manhood? : beliefs about gender differences in negotiation
Mazei, Jens; Bear, Julia B.; Hüffmeier, Joachim - 2022
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013169598
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Mastering high-stakes negotiations: a practical guide : how to successfully manage risks in difficult negotiations
Goßen, Andreas - 2026
The Danger of Making Offers Too Early -- Setting the “Right” Anchor -- The Risk of Defectors: Global Negotiations in Key Accounts -- Using Questioning Techniques Effectively – The Risk of Open Questions -- Tactical Moves Part 1: The Difference Between Summarizing and Paraphrasing --...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015628331
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An introduction to international negotiation : concepts, processes and research
Spector, Bertram I. - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015582110
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NegotioPoly: a holistic gaming approach to negotiation teaching
Rua, Tuvana; Aytug, Zeynep; Lawter, Leanna - 2022
Purpose Based on Behavioral Theory of Negotiations (Walton & McKersie, 1965), the purpose of this paper is to discuss the existing gap between negotiation theory and pedagogy and presents an experiential teaching tool that closes this gap. The tool is a 'serious game' (Abt, 1975) that reinforces...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013350578
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Essays on the influence of frame conditions in business negotiations
Huhnke, Tom - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610706
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Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Mayer, Markus; Voeth, Markus - 2022
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013187195
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Communication Architecture Affects Gender Differences in Negotiation
Greenberg, Adam Eric; Petrie, Ragan - 2023
Women tend to face worse outcomes than men in negotiations, and this may partially explain the observed gender wage gap. Most prior work documenting the gender earnings gap in negotiations has focused on settings in which negotiations were conducted face-to-face. Given the prevalence of...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014350535
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But what if I lose the offer? : negotiators' inflated perception of their likelihood of jeopardizing a deal
Hart, Einav; Bear, Julia B.; Ren, Zhiying - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015062809
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Business e-negotiation : specificities, tools, and challenges
Ghali, Zohra; Saidi, Khadija - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014519861
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XRMBG5 : multi‐party negotiation
Joshi, Chetan; Sista, Suren - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014289324
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Exploring the concept and the communication principles of negotiation among Islamic corporate organizations
Ramdani, Abbas; Ridwan Adetunji Raji; Mohd. Khairie Ahmad - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014520808
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Is It Really a Man’s World? Using Real-Life Negotiations to Reframe the Negotiation Gender Gap
Conklin, Michael; Choupani, Roya; Doğdu, Erdoğan - 2023
This first-of-its-kind study utilizes a dataset of over 1,000 negotiations from the television show Pawn Stars to analyze the role gender plays in negotiations. The results call into question commonly accepted beliefs about the negotiation gender gap. For example, most studies on the negotiation...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014360701
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Deception in negotiations : making people more honest with a two-factor approach
Srour, Camille; Py, Jacques - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015187098
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A Negotiation Planning Checklist and Other Negotiation Tools
Siedel, George J. - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014361281
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Negotiation : the game has changed
Bazerman, Max H. - 2025
"From the world's leading expert on negotiation, an essential guide to negotiating in any situation-whether over Zoom, across political and cultural divides, or during a supply chain crisis. The world has changed dramatically in just the past few years-and so has the game of negotiation....
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015055324
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Chapter 13 Negotiation Skills: How to Stay Stronger in Negotiation
Bhardwaj, Bhawana; Sharma, Dipanker - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015489575
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Chapter 12 Team Negotiation
Bhardwaj, Bhawana; Sharma, Dipanker - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015489576
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Negotiation : creating agreements in business and life
Winn, Brad; Sokol, Marc - 2025
"Negotiation is much more than making a deal; it is a life skill. Negotiation: Making Deals, Managing Conflict, and Creating Value explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014425622
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Erfolgsstrategien für Einkaufsverhandlungen : Durchsetzen in schwierigen Verhandlungen, bei Monopolisten und Preiserhöhungen
Roithmeier, Thomas - 2025 - 1. Auflage
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015154233
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Chapter 8 Negotiation: Bringing Conflict to a Negotiation Table
Bhardwaj, Bhawana; Sharma, Dipanker - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015489580
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Dynamic outside options and optimal negotiation strategies
McClellan, Andrew - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015403749
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Deal making : the secrets of successful negotiations
Helmold, Marc - 2025
"Deal Making: The Secrets of Successful Negotiations is a practical guide for business students and professionals alike, structured around the author's insightful 6-phase model of successful negotiations. As a former managing director at leading automobile and railway manufacturers, the extreme...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015422107
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Deal making : the secrets of successful negotiations
Helmold, Marc - 2025
Book / Working Paper
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Practice Briefing: a comprehensive negotiation framework for real estate professionals, part I
Wiegelmann, Thomas; Falcão, Horacio - 2024
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015404064
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Negotiations in a technologically transformed world : a multidimensional study
Sube, Jacqueline - 2025
Negotiations, like other business functions, are increasingly shaped by rapid technological transformation. Digitalization, remote work, and new communication tools are changing how organizations operate and interact. This dissertation examines how these shifts impact negotiation processes and...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015423350
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Negotiation power and the impact of gender differences
Zulauf, Karin; Wagner, Ralf - 2021
This study focuses on the intersection of power and gender in negotiations, which is seldom challenged in previous research. In an experiment with 72 negotiators, we consider issue authority as a proxy of power in negotiations and investigate how different power allocations affect the...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10012803508
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Claim negotiations in B2B markets : optimization potential based on behavioral insights
Urbitsch, Yannick - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015462649
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The future of negotiation : adapting to a new era of communication
Mehlhase, Florian - 2025
The emergence of chatbots and advanced artificial intelligence is fundamentally reshaping the ways in which we communicate. Beyond mere communication, these technologies are redefining the very nature of negotiation and the strategies employed by companies for whom negotiation is central to...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015445544
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How face threat sensitivity affects proactive negotiation behavior
Miles, Edward W.; Schatten, Jeff; Chapman, Elizabeth - 2020
Purpose - Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS - which is defined as a propensity to act - is associated with the outcomes of...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10012592971
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Deceitful when insecure : the effect of self-efficacy beliefs on the use of deception in negotiations
Sobral, Filipe; Tavares, Gustavo Moreira; Furtado, Liliane - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013471924
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Ten Years of Relational Power : The Long-Run Effects of Teaching Negotiation Skills to Adolescent Girls
Ashraf, Nava; Bau, Natalie; Low, Corinne; Shan, Xiaoyue - 2025
We evaluate the effects of teaching negotiation skills to adolescent girls in economically vulnerable compounds in Lusaka, Zambia ten years later. Treated participants complete 0.27 more years of education. Consistent with greater relational empowerment, they also begin sexual activity later,...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015508485
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Professionelles Verhandeln für Einkauf und Verkauf : die EVEREST-Methode®
Pfützenreuter, Jörg; Veitengruber, Thomas - 2025 - 2., vollständig überarbeitete und erweiterte Auflage
Mithilfe von Strategie, Taktik und Psychologie richtig verhandelnDie Everest-Methode© von Jörg Pfützenreuter und Thomas D. Veitengruber ist bei Konzernen und Mittelständlern gefragt. Seit Jahren coachen sie Ein- und Verkäufer:innen gleichermaßen und lassen die eine Seite in die Karten der...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014490106
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Top three negotiation tactics : does gender or workplace influence the preference for negotiation tactics?
Măluțan, Daniel - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013536136
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Time for change? : scenario analysis on buyer-seller negotiations
Haggenmüller, Sandra; Oehlschläger, Patricia; Herbst, Uta - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014276762
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Selling and negotiation skills : a pragmatic approach
Chaudhary, Prashant - 2025 - 2nd edition
Selling: fundamentals and modern practices -- Selling process: journey towards closing the deal -- Fundamental concepts, types and conceptual instruments of negotiation -- Styles, strategies and tactics of negotiation -- Negotiation process -- journey towards agreement, consensus and...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015186525
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Selling and negotiation skills : a pragmatic approach
Chaudhary, Prashant - 2019
Book / Working Paper
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Social work research : methodologies in fields of practice
2025 - 1. Auflage
Acknowledgements -- List of Tables, Figures and Maps -- List of Abbreviations -- 1. Introduction - The Frame of Reference -- Part I: Social Work Research and Theorising Practice -- 2. Methodological Foundations for Social Work Research -- 3. Trends and Scope of Social Work Research for Practice:...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015633420
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Lying about reservation prices in business negotiation : a qualified defense
Strudler, Alan - 2023
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014436745
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