“The more, the merrier” or “less is more”? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes

2020/02/29 by Ingmar Geiger, Joachim Hüffmeier · 4 citations
Social Sciences · Business, Management and Accounting · #Conflict Management and Negotiation #Outsourcing and Supply Chain Management #Innovation and Knowledge Management

paper · doi:10.1016/j.indmarman.2020.02.013

Citations

• The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.
• Rethinking Customer Solutions: From Product Bundles to Relational Processes
• The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

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• Structuring success: How issue-packaging agendas foster better joint outcomes in multi-issue negotiations
• Playing it safe: Negotiators avoid uncertainty and reach safer, but less integrative agreements
• Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson