Given the importance of negotiation outcomes on profits, companies are increasingly investing in negotiation training to optimally prepare their sales and procurement teams and to improve their
In recent years, renegotiations have become more prevalent in business-to-business transactions. Although renegotiations have a strong impact on business efficiency and relationships, marketing
We investigate bargaining teams’ level of individualism as an antecedent of disaggregated outcomes on high- and middle-priority issues (HPIs and MPIs, respectively). French vs. German-French vs.
Concessions are critical in buyer-seller negotiations, since they influence the (non-)achievement of a contractual agreement. Existing research has extensively studied concession behavior in
Positive (negative) electronic word-of-mouth (eWOM) is likely (unlikely) to motivate consumers’ purchase decisions. Negative information cues are stronger than positive information cues to affect