The problem-solving approach to negotiations in industrial marketing
Journal of Business ResearchPublished 1 December 1986
John L. Graham
Citations86
SJR quartileQ1
SJR score3.50
SNIP3.35
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Abstract
Problem-solving-oriented bargaining strategies are shown to positively influence sources' profits and targets' satisfaction in a negotiation experiment involving 98 businesspeople. A causal modeling approach is used to analyze the results of the experiment.
Keywords
Social Sciences
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