Buyer and Seller Differences in Business‐to‐Business Negotiations

Author:

Sigurðardóttir Aldís Guðný,Hotait Ali,Eichstädt Tilman

Publisher

Wiley

Subject

Management of Technology and Innovation,Strategy and Management,General Social Sciences

Reference84 articles.

1. Two decades of business negotiation research: An overview and suggestions for future studies;Agndal H.;Journal of Business and Industrial Marketing,2017

2. Analyzing interpersonal communications in industrial marketing negotiations;Alexander J. F.;Journal of the Academy of Marketing Science,1991

3. Business‐to‐business negotiating in China: The role of morality;Al‐Khatib J.;Journal of Business and Industrial Marketing,2007

4. The negotiating style of Saudi industrial buyers: An empirical investigation;At‐Twaijri M. I.;International Journal of Value‐Based Management,1992

5. Toward a theory of agenda setting in negotiations;Balakrishnan P. V.;Journal of Consumer Research,1993

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