Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction
A significant body of research has focused on the negotiation process, especially how skilled negotiators gain an advantage in the marketplace. However, the preoccupation with negotiation table exchanges has been at the expense of understanding what negotiators do prior to arriving at the table, whi...
Gorde:
| Egile Nagusiak: | , |
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| Formatua: | Artigo |
| Hizkuntza: | Inglês |
| Argitaratua: |
Marketing Management Association
2010-01-01
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| Saila: | Marketing Management Journal |
| Sarrera elektronikoa: | https://doi.org/10.63963/001c.150983 |
| Etiketak: |
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