Suchergebnisse - "NEGOTIATION"

Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations.

Autoren: Hartmann, Stefan Homburg, Christian M. Ruhnau, Robin-Christopher

Quelle: Journal of Personal Selling & Sales Management. Jun2025, Vol. 45 Issue 2, p102-121. 20p.

Schlagwörter: *BUSINESS negotiation, *SALES management, *SALES personnel, *NEGOTIATION, DEFENSIVENESS (Psychology)

Lessons from former arms control negotiators.

Autoren: Horschig, Doreen (AUTHOR) DHorschig@csis.org

Quelle: Bulletin of the Atomic Scientists. Sep2025, Vol. 81 Issue 5, p363-368. 6p.

Schlagwörter: *ARMS control, *NEGOTIATION, *DISARMAMENT, *INTERNATIONAL relations, *GEOPOLITICS, *POLITICAL leadership, *RETROSPECTIVE studies

Geografische Kategorien: UNITED States

An Unreasonable Assumption: A Reply to Strudler.

Autoren: Sherwood, Charles N. C.¹ (AUTHOR) c.n.sherwood@lse.ac.uk

Quelle: Business Ethics Quarterly. Jan2025, Vol. 35 Issue 1, p115-123. 9p.

Schlagwörter: *BUSINESS negotiation, *BUSINESS ethics, *NEGOTIATION, *PRICES

Labor Relations for Managers of Small and Medium-Sized Cities. Modules 1-7. Instructor's Manual. The Urban Management Development Project. National Training and Development Service, Package VIII.

Autoren: Case Western Reserve Univ., Cleveland, OH. School of Management. Alfred, Theodore M.

Peer Reviewed: N

Page Count: 335

Sponsoring Agency: Department of Housing and Urban Development, Washington, DC. Office of Policy Development and Research.

Descriptors: Administration, Collective Bargaining, Data Analysis, Data Collection, Industrial Personnel, Labor Legislation, Labor Problems, Labor Relations, Learning Modules, Local Government, Management Development, Negotiation Agreements, Public Policy, Teaching Methods

Low Trust in Negotiations Can Lead to High Gains.

Quelle: Harvard Business Review. Nov/Dec2025, Vol. 103 Issue 6, p27-28. 2p.

Schlagwörter: *BUSINESS negotiation, *VALUE creation, SKEPTICISM, TRUST, CRITICAL thinking

Role of Styles in B2B Negotiation Impasses: A Dual Lens Perspective.

Autoren: Dissanayaka, Tissa Dharmasiri, Ajantha S.

Quelle: Conflict Resolution Quarterly. Nov2025, p1. 9p. 1 Illustration.

Schlagwörter: *BUSINESS negotiation, *NEGOTIATION, *VALUE creation, INTERPERSONAL conflict, THEORISTS, ATTRIBUTION (Social psychology)

Framework of Behaviour Training in Digital Negotiations.

Autoren: Meyer, Marlene Schoop, Mareike

Quelle: Group Decision & Negotiation. Dec2025, Vol. 34 Issue 6, p1437-1461. 25p.

Schlagwörter: *BUSINESS negotiation, *NEGOTIATION, *INTELLIGENT agents, *DESIGN science, *CORE competencies, LEARNING goals, COMMUNICATION strategies

What People Still Get Wrong About Negotiations.

Autoren: Bazerman, Max H.¹ (AUTHOR)

Quelle: Harvard Business Review. Jan/Feb2025, Vol. 103 Issue 1, p70-77. 8p. 5 Color Photographs, 1 Chart.

Schlagwörter: *NEGOTIATION, *VALUE creation, *EXECUTIVES, *INFORMATION sharing, *PROFITABILITY, *STRATEGIC planning, *VENTURE capital companies, TRUST, QUESTIONING

The Secret to Cross-Cultural Negotiations.

Autoren: Falcão, Horacio Wiegelmann, Thomas

Quelle: Harvard Business Review. Mar/Apr2025, Vol. 103 Issue 2, p82-91. 10p. 4 Color Photographs.

Schlagwörter: *BUSINESS negotiation, *INTERNATIONAL business enterprises, *CULTURE, *INTERNATIONAL markets, CROSS-cultural communication, INTENTION, CROSS-cultural differences, STEREOTYPES

America's drug middlemen are now a $557 billion industry. Can Trump and his allies 'knock out' PBMs?

Autoren: FRY, ERIKA (AUTHOR)

Quelle: Fortune. Feb/Mar2025, Vol. 191 Issue 1, p34-37. 4p. 3 Color Photographs, 1 Graph.

Schlagwörter: *BUSINESS negotiation, *PHARMACY benefit management, *BUSINESS networks, *HEALTH care industry, *EMPLOYER-sponsored health insurance, *DRUG prices

People: TRUMP, Donald, 1946-

Simulating Social Behavior of LLM-Based Autonomous Negotiator Agents in a Game-Theoretical Framework Using Multi-Agent Systems.

Autoren: Mouri Zadeh Khaki, Ahmad Choi, Ahyoung Seyyed-Kalantari, Laleh

Quelle: International Journal of Human-Computer Interaction. Dec2025, Vol. 41 Issue 23, p15169-15178. 10p.

Schlagwörter: *NEGOTIATION, *DECISION making, *INTELLIGENT agents, *GAME theory, SOCIAL dynamics, MULTIAGENT systems

Addressing diversity in flux: identity work, identity negotiation and intersectionality insights.

Autoren: Donmanige, Iresha Almeida, Shamika Frino, Betty

Quelle: Equality, Diversity & Inclusion. 2025, Vol. 44 Issue 8, p1037-1065. 29p.

Schlagwörter: *DIVERSITY & inclusion policies, *NEGOTIATION, *STAKEHOLDERS, BIBLIOMETRICS, SOCIAL context

Keeping the “glass box” transparent: Comparing expert and AI-generated ratings and feedback in stealth assessment for judgement-focused negotiation simulations.

Autoren: Cao, Lydia Etemadi, Ashley Wheeler, Mike et al.

Quelle: Journal of Research on Technology in Education. Oct2025, p1-23. 23p. 4 Illustrations.

Schlagwörter: *NEGOTIATION, EDUCATIONAL evaluation, EVALUATORS, RESEARCH methodology

Coalition Value Evaluation in Cross-partition Function Games: A Bilateral Bargaining Approach.

Autoren: Yang, Guangjing¹ (AUTHOR) gjyang@xidian.edu.cn

Quelle: International Game Theory Review. Oct2025, p1. 25p.

Schlagwörter: *NEGOTIATION, COOPERATIVE game theory

THE DIMENSIONS OF NEGOTIATIONS WITHIN SUPPLY CHAIN.

Autoren: KOZINA, Andrzej MAŁKUS, Tomasz

Quelle: Scientific Papers of Silesian University of Technology. Organization & Management / Zeszyty Naukowe Politechniki Slaskiej. Seria Organizacji i Zarzadzanie. 2025, Issue 228, p263-282. 20p.

Schlagwörter: *NEGOTIATION, *SUPPLY chains, *TASK analysis, APPLIED sciences, DIMENSIONAL analysis

Inventive Multi-Issue Negotiation: A TRIZ-Aided Behavioral Approach with the Wolf Game and Modified Even-Swaps.

Autoren: Altun, Koray¹ (AUTHOR) koray.altun@btu.edu.tr

Quelle: Group Decision & Negotiation. Oct2025, Vol. 34 Issue 5, p1073-1114. 42p.

Schlagwörter: *NEGOTIATION, *DECISION making, *PROBLEM solving

Negotiations with Multidimensional Uncertainty and the Efficiency of Integrated Deals.

Autoren: Jackson, Matthew O. Sonnenschein, Hugo F. Xing, Yiqing et al.

Quelle: Journal of Political Economy Microeconomics. Nov2025, Vol. 3 Issue 4, p691-740. 50p.

Schlagwörter: *NEGOTIATION, *INFORMATION asymmetry, *SURPLUS (Economics), *UNCERTAINTY (Information theory), *EMPIRICAL research

RECHTSPRECHUNG.

Quelle: Thüringer Verwaltungsblätter (ThürVBl.). dec2025, Vol. 34 Issue 12, p274-286. 13p.

Schlagwörter: *NEGOTIATION, JURISPRUDENCE

How the European Parliament Chooses Its Battles: Parliamentary Resolutions on the Negotiation of International Agreements.

Autoren: Bardou, Marine Delreux, Tom

Quelle: Journal of Common Market Studies. Nov2025, Vol. 63 Issue 6, p1764-1782. 19p.

Schlagwörter: *NEGOTIATION, *LEGISLATIVE bodies, *ENVIRONMENTAL protection, LEGISLATIVE resolutions, LEGISLATIVE committees, HUMAN rights, TREATIES

Firma/Körperschaft: EUROPEAN Parliament

Metalinguistic negotiation and matters of language: a response to Cappelen.

Autoren: Plunkett, David Sundell, Timothy

Quelle: Inquiry. Nov2025, Vol. 68 Issue 10, p3123-3147. 25p.

Schlagwörter: *NEGOTIATION, SEMANTICS, LINGUISTICS, NORMATIVITY (Ethics), WORLDVIEW, CONTRADICTION, DISCOURSE