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 |
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| Autori principali: | , |
| Natura: | Artigo |
| Lingua: | Inglês |
| Pubblicazione: |
Universidade de São Paulo
2018
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| Soggetti: | |
| Accesso online: | https://www.redalyc.org/articulo.oa?id=553856532009 https://www.redalyc.org/journal/5538/553856532009/ https://www.redalyc.org/journal/5538/553856532009/html/ https://www.redalyc.org/journal/5538/553856532009/553856532009.epub https://www.redalyc.org/journal/5538/553856532009/movil |
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