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

Author:

Geiger Ingmar,Bischoff Lena,Vogler Thilo

Publisher

Elsevier BV

Subject

Marketing

Reference69 articles.

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2. Effects of training on business results;Aragón-Sánchez;The International Journal of Human Resource Management,2003

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4. An evaluation of learning in the bilateral winner’s curse;Ball;Organizational Behavior and Human Decision Processes,1991

5. Budget time: A gender-based negotiation simulation;Barkacs;Journal of Management Education,2017

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