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Analysis of negotiation strategies between buyers and sellers: an applied study on crop protection products distribution

This paper aims to analyze how buyers and sellers use trading strategies considering the relationship between them and the transaction sequence. It also focuses on assessing what are the reasons associated with the use of each strategy. For this, we used a multiple case study method, analyzing the n...

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Pubblicato in:RAUSP Management Journal
Autori principali: Lucas Sciencia do Prado, Dante Pinheiro Martinelli
Natura: Artigo
Lingua:Inglês
Pubblicazione: Universidade de São Paulo 2018
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Accesso online:https://www.redalyc.org/articulo.oa?id=553856532009
https://www.redalyc.org/journal/5538/553856532009/
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https://www.redalyc.org/journal/5538/553856532009/553856532009.epub
https://www.redalyc.org/journal/5538/553856532009/movil
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