Negotiation Preparation Differences in Selling Situations: Collaborative Versus Competitive Expectations
Pre-negotiation planning is critical to a successful negotiation encounter, yet while vital, few studies have made it a focal point. In this exploratory study, scenario analysis was used to discern potential differences in the pre-negotiation process in highly collaborative and highly competitive se...
| Published in: | Marketing Management Journal |
|---|---|
| Main Authors: | , |
| Format: | Article |
| Language: | English |
| Published: |
Marketing Management Association
2011-01-01
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| Online Access: | https://doi.org/10.63963/001c.151038 |