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6 research outputs found

Winning In Negotiation

Author: Karrass Chester L.
Publication venue
Publication date: 01/02/1977
Field of study

Explains five modes of negotiating, and what makes a good negotiator

Minds@University of Wisconsin

Selling the Engagement

Author: Farber Barry
Karrass Chester L
Nadler D
Stribling Brad
Publication venue: 'Informa UK Limited'
Publication date
Field of study

Purchasing Agents’ Use of Negotiation Strategies

Author: Alderson Wroe
Bacharach Samuel B.
Barlow C. Wayne
Bouchard Thomas J.
Cook Thomas D.
Corey E. Raymond
Corey E. Raymond
Crowne Douglas P.
Dobler Donald W.
Jöreskog Karl G.
Karrass Chester L.
Krapfel Robert E.
Lewicki Roy J.
Moskal Brian S.
Porter Michael E.
Pruirt Dean G.
Rahim M. Afzalur
Rubin Jeffrey Z.
Siegel Sidney
Thomas Kenneth
Walton Richard E.
Publication venue: 'SAGE Publications'
Publication date
Field of study

Pawn Stars: Putting Theories of Negotiation to the Test

The Role of Culture in the Negotiation Process

Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes

Author: A. P. MacDonald
Allen J. Dubinsky
Anthony J. Clark
Augusta C. Yrle
Barton A. Weitz
Blaine Goss
Carl H. Weaver
Carl Sewell
Carolyn Anderson
Chester Karrass
D. G. Hennings
D. Hepworth
Dale E. Zand
David M. Szymanski
David W. Gerbing
Don Farrant
F. Robert Dwyer
Gerrard Macintosh
Gilbert A. Churchill
Glenn Ekeren Van
Herbert M. Lefcourt
J. F. Cragan
J. P. Guilford
J. Scott Armstrong
James C. Anderson
John E. Swan
John E. Swan
John L. DiGaetani
John O. Greene
Jon T. Powell
Judi Brownell
K. Kellerman
Karl G. Jöreskog
Kittie W. Watson
Lawrence A. Crosby
Lyman K. Steil
Marie Adel Hughes
Marilyn Lewis
Marjorie Brody
N. C. Boreham
Nancy A. Mead
Peter M. Bentler
R. R. Allen
Ralph G. Nichols
Ralph G. Nichols
Ravipreet S. Sohi
Rebecca B. Rubin
Richard E. Nisbett
Richard P. Bagozzi
Richard P. Bagozzi
Robert M. Morgan
Robert N. Bostrom
Ronald E. Michaels
Rosann L. Spiro
Rosemary P. Ramsey
Rosemary R. Lagace
S. W. Lundsteen
Siew Meng Leong
Stephen B. Castleberry
Stephen R. Covey
Steven P. Brown
Teri L. Louden
The Institute of Financial Education
Thomas G. Devine
Thomas N. Ingram
Thomas W. Leigh
W. C. Schutz
William Nugent
Publication venue: 'Springer Science and Business Media LLC'
Publication date
Field of study

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