search query: @indexterm negotiation (sales) / total: 55
references: 38-47 / 55
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38.
Psychological effects of restaurant meetings on industrial buyers.
Journal of Marketing
1986 : JAN, VOL. 50:1, p. 87-97
 1986 Schurr, P. H.
39.
Controle des risques : une strategie de la negociation de vente.
Revue Francaise du Marketing
1985 : OCT-DEC, 104, p. 15-27
 1985 Serraf, G.
40.
Allocating information costs in a negotiated information order : inter-organizational constraints on decision making in Norwegian oil insurance.
Administrative Science Quarterly
1985 : SEP, VOL. 30:3, p. 395-417
 1985 Heimer, C. A.
41.
Understanding the cultural environment : U.S. - U.S.S.R. trade negotiations.
California Management Review
1985 : WINTER, VOL. 27:2, p. 100-112
 1985 Beliaev, E.
Mullen, T.
Punnett, B. J.
42.
Reflexions sur la formation a la negociation.
Enseignement et Gestion
1984 : AUTUMN, 31, p. 5-11
 1984 Dauger, A.
43.
La negociation commerciale : renaissance d'un enseignement.
Enseignement et Gestion
1984 : AUTUMN, 31, p. 12-14
 1984 Eurieult, V.
44.
Seller and buying firm factors affecting industrial buyer's negotiation behavior and outcomes.
Journal of Marketing Research
1984 : FEB, VOL. 21:1, p. 39-53
 1984 Clopton, S. W.
45.
Nash's theory of cooperative games as a predictor of the outcomes of buyer-seller negotiations : an experiment in media purchasing.
Journal of Marketing Research
1983 : NOV, VOL. 20:4, p. 368-379
 1983 Neslin, S. A.
Greenhalgh, L.
46.
Standstill agreements, privately negotiated stock repurchases, and the market for corporate control.
Journal of Financial Economics
1983 : APR, VOL. 11:1-4, p. 275-300
 1983 Dann, L. Y.
DeAngelo, H.
47.
Distributor portfolio analysis and the channel dependence matrix : new techniques for understanding and managing the channel.
Journal of Marketing
1983 : SUMMER, VOL. 47:3, p. 35-44
 1983 Dickson, P. R.
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