Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea-Reference-Cited by-同舟云学术

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Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea

Published:2020-02-10 Issue:2 Volume:29 Page:293-320
ISSN:0926-2644
Container-title:Group Decision and Negotiation
language:en
Short-container-title:Group Decis Negot

Author:

Cheng Junjun^ORCID

Publisher

Springer Science and Business Media LLC

Subject

Management of Technology and Innovation,Strategy and Management,General Social Sciences,Arts and Humanities (miscellaneous),General Decision Sciences

Link

http://link.springer.com/content/pdf/10.1007/s10726-020-09657-3.pdf

Reference90 articles.

1. Adair WL, Brett JM (2005) The negotiation dance: time, culture, and behavioral sequences in negotiation. Organ Sci 16(1):33–51. https://doi.org/10.1287/orsc.1040.0102

2. Adler NJ, Graham JL, Gehrke TS (1987) Business negotiations in Canada, Mexico, and the United States. J Bus Res 15(5):411–429. https://doi.org/10.1016/0148-2963(87)90010-5

3. Alfred W, Lu W, Xinyan W, Dean T (2018) Collectivist values for constructive conflict management in international joint venture effectiveness. Int J Confl Manag 29(1):126–143. https://doi.org/10.1108/IJCMA-08-2017-0071

4. Amistad C, Dunlop PD, Ng R, Anglim J, Fells R (2018) Personality and integrative negotiations: a HEXACO investigation of actor, partner, and actor–partner interaction effects on objective and subjective outcomes. Eur J Personal 32(4):427–442. https://doi.org/10.1002/per.2166

5. Appelt KC, Higgins ET (2010) My way: how strategic preferences vary by negotiator role and regulatory focus. J Exp Soc Psychol 46(6):1138–1142. https://doi.org/10.1016/j.jesp.2010.05.010

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