Negotiator Personality and Concession Perceptions in Shipper - Motor Carrier Negotiations
Author:
Publisher
Springer International Publishing
Link
http://link.springer.com/content/pdf/10.1007/978-3-319-17055-8_89
Reference19 articles.
1. Bagozzi, Richard P. 1975. "Marketing as Exchange," Journal of Marketing. (October): 32–39.
2. Bazerman, Max H. and Roby J. Lewicki. 1985. "Contemporary Research Directions in the Study of Negotiations," Journal of Occupational Behavior 6: 117.
3. Cohen, Herb. 1980. You Can Negotiate Anything. New York: Bantam Books.
4. Evans, Kenneth, and Richard Beltramini. 1987. "A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective," Journal of Marketing. 51 (April): 58–73.
5. Fisher, Roger and William Ury. 1983. Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.
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