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Examining the dynamics of bargaining power in buyer-supplier negotiations: insights from a case study in the German automotive industry.

• Authors : Bodendorf, Frank; Franke, Jörg

Subjects: BARGAINING power; NEGOTIATION; AUTOMOBILE industry

• Source: International Journal of Production Research; Aug2024, Vol. 62 Issue 16, p5828-5849, 22p

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Managers' Perceptions and Microfoundations of Contract Design.

• Authors : Weber, Libby; Coff, Russell

Subjects: TRANSACTION cost theory of the firm; ASSET specificity; VALUE creation

• Source: Academy of Management Review; Jul2024, Vol. 49 Issue 3, p579-596, 18p

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Personal selling and sales management abstracts.

• Authors : Mangus, Stephanie M.

Subjects: BUSINESS negotiation; BUSINESS ethics; LEADERSHIP training

• Source: Journal of Personal Selling & Sales Management; Jun2024, Vol. 44 Issue 2, p196-208, 13p

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Creating tension in sales research.

• Authors : Rapp, Adam; Habel, Johannes

Subjects: BUSINESS negotiation; VALUE creation; SALES management

• Source: Journal of Personal Selling & Sales Management; Mar2024, Vol. 44 Issue 1, p1-6, 6p

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Authenticity Negotiation: How Elite Athletes (Re)Present Themselves as Personal Brands.

• Authors : Bredikhina, Nataliya; Kunkel, Thilo; Kudesia, Ravi

Subjects: ELITE athletes; NEGOTIATION; RANGE management

• Source: Journal of Sport Management; Jan2024, Vol. 38 Issue 1, p53-70, 18p

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Executive Summaries March–April 2024.

Subjects: CORPORATE growth; BUSINESS success; BUSINESS negotiation

• Source: Harvard Business Review; Mar/Apr2024, Vol. 102 Issue 2, p152-155, 4p, 14 Color Photographs

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Negotiate Like a Pro.

• Authors : Walker, Scott

Subjects: NEGOTIATION; LISTENING skills; EXPERIENCE

• Source: Harvard Business Review; Mar/Apr2024, Vol. 102 Issue 2, p139-143, 5p, 2 Color Photographs

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Tax Advisors and Tax Aggressiveness: A Bargaining Model.

• Authors : Elitzur, Ramy; Yaari, Varda

Subjects: NEGOTIATION; INVESTMENT advisors; TAX consultants

• Source: Journal of Accounting, Auditing & Finance; Jan2024, Vol. 39 Issue 1, p160-180, 21p

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How does depletion interact with auditors' skeptical dispositions to affect auditors' challenging of managers in negotiations?

• Authors : Bhaskar, Lori Shefchik; Majors, Tracie M.; Vitalis, Adam

Subjects: AUDITORS; NEGOTIATION; AUDITOR-client relationships

• Source: Contemporary Accounting Research; Winter2023, Vol. 40 Issue 4, p2288-2313, 26p

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How to Negotiate with a Liar.

• Authors : JOHN, LESLIE K.

Subjects: DECEPTION; BUSINESS negotiation; RECIPROCITY (Psychology)

• Source: Harvard Business Review; Winter2023 Special issue, p70-74, 5p, 1 Color Photograph

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