P-ISSN 1534-973X
E-ISSN 2329-9762
Vol. 21, Issue 2, 2011January 01, 2011 CDT
Negotiation Preparation Differences in Selling Situations: Collaborative Versus Competitive Expectations
Negotiation Preparation Differences in Selling Situations: Collaborative Versus Competitive Expectations
ROBERT M. PETERSON, C. DAVID SHEPHERD,
Articles in Vol. 21, Issue 2, 2011
Vol. 21, Issue 2, 2011
- Ethnic Identity: Understanding Cultural Differences Within a CultureCLAUDIA C. MICHBRUCE D. KEILLOR
- Targeting the Growing Hispanic Market: Ethnicity and Media PreferencesLINDA C. UELTSCHY
- Assessing the Role of Intrapersonal Agents in Consumer DecisionsMATTHEW C. STARKRAJ DEVASAGAYAM
- Do Green Lifestyle Consumers Appreciate Low Involvement Green Products?BELA FLORENTHALPRISCILLA A. ARLING
- Supply Chain Alliances: Exploring the Drivers of Performance Value and Buyer SatisfactionURSULA Y. SULLIVANTIMOTHY W. AURAND
- Uncorking the Mystery of Marketing Wine to Generation Y: Lessons From Consumer PsychologyPAMELA A. KENNETT-HENSELCONCHA R. NEELEYKYEONG SAM MIN
- Marketing Creativity: The Influence of Personal and Proximal Work Factors on Creative ActivityJ. DANIEL WADDEN
- The Impact of Visual Strategy and Race and Gender Congruency on Source Credibility of Print AdvertisementsSARAH M. STANLEYKENNETH CLOWKAREN E. JAMES
- Relationship Selling: A Superior Way of Conducting Business on B2B market. an Empirical Analysis of an International Fast Transportation Services Provider on the Romanian MarketNICOLAE AL. POPFLORIN MIHOCIOAN S. FOTEAMARIANA LAZAR
- Negotiation Preparation Differences in Selling Situations: Collaborative Versus Competitive ExpectationsROBERT M. PETERSONC. DAVID SHEPHERD
- The Type a Behavior Pattern and Sales Performance: A Theoretical ClarificationKENNETH R. BARTKUSROY D. HOWELLN. DAREN HAWS
- Online Media in Fast-Growing Companies: Adoption, Usage and Relation to RevenuesJOSÉ-DOMINGO MORANORA GANIM BARNES
- Differentiating a Component Part: A Tactic for Gaining Entry Into Mature Industrial MarketsHENRY H. RODKINROBERT D. O’KEEFE
- Recent Trends in Export Promotions in the United StatesNICHOLAS C. WILLIAMSONNIR B. KSHETRITIMOTHY J. WILKINSON
PETERSON, R. M., & SHEPHERD, C. D. (2011). Negotiation preparation differences in selling situations: Collaborative versus competitive expectations. Marketing Management Journal, 21(2), 103–114. https://doi.org/10.63963/001c.151038