Deal!: Du gibst mir, was ich will (German Edition)
bargaining and negotiation. New York: Academic Press.
Rudman, L. A. (1998). Self-promotion as a risk factor for women: The cost and benefits of counter stereotypical impression management. Journal of Personality and Social Psychology, 74, 629–645.
Rudmann, L. A., & Glick, P. (1999). Feminized management and backlash towards agentic women: the hidden costs to women of a kinder, gentler image of middle managers. Journal of Personality and Social Psychology, 77, 1004 –1010.
Ryen A. H., & Kahn, A. (1975). Effects of Intergroup Orientation on Group Attitudes and Proximic Behavior. Journal of Personality and Social Psychology, 31, 302–310.
Sabini, J. (1992). Social Psychology. 2. Auf lage. New York: W. W. Norton.
Sagan, S. D., & Waltz, K. N. (2002). The Spread of Nuclear Weapons: A Debate Renewed. 2. Auf lage. New York: W. W. Norton and Company.
Samuelson, W., & Zeckhauser, R. (1988). Status quo bias in decision making . Journal of Risk and Uncertainty , 1 (1), 7–59.
Scherer, H. (2009). Sie bekommen nicht, was Sie verdienen, sondern was Sie verhandeln: Strategien für die erfolgreiche Verkaufsverhandlung. Offenbach: Gabal.
Schneider, A. K. (2002). Shattering negotiation myths: Emprirical evidence on the effectivenes of negotiation style . Harvard Law Review, 7, 143–233.
Schranner, M. (2010). Verhandeln im Grenzbereich. Strategien und Taktiken für schwierige Fälle. München.
Schurr, P. H. (1987). Effects of Gains and Loss Decision Frames on Risky Purchase Negotiations. Journal of Applied Psychology, 72, 3, 351–358.
Sebenius, J. K. (1996). Sequencing to Build Coalitions: with Whom Should I Talk First?. In R. J. Zeckhauser, R.Keeney, & J.K. Sebenius, Wise Decisions (324 –348). Boston: Harvard Business School Press.
Sebenius, J. K. (2001). Six Habits of Merely Effective Negotiators. Harvard Business Review, 79 (4), 87–95.
Sebenius, J. K. (2002). Negotiating Lessons from the Browser Wars. Sloan Management Review, 43 (4), 43–50.
Seiwert, L. (2011). Ausgetickt. Lieber selbstbestimmt als fremdgesteuert; München: Ariston.
Selekman, B. M., Selekman, S. K., & Fuller, S. H. (1958). Problems in labor relations. New York: McGraw-Hill.
Shapiro, D. L., & Bies, R. J. (1994). Threats, bluffs and disclaimers in negotiation. Organizational Behavior and Human Decision Processes, 60, 14 –35.
Sheehy, B., & Palanovics, N. (2006). E-negotiations: Rapport building, anonymity and attribution. Australasian Dispute Resolution Journal, 17, 221–232.
Sheldon, A., & Johnson, D. (1994). Preschool negotiators: Linguistic differences in how girls and boys regulate the expression of dissent in same-sex group. In B. H. Sheppard, R. J. Lewicki, & R. Bies (Hrsg.), Research on negotiation in organizations (Bd. 4, S. 37–67). Greenwich, CT: Jai Press.
Shell, R. G. (2001). Electronic Bargaining: The Perils of E-Mail and the Promise of Computer-Assisted Negotiations. In S. J. Hoch & H. C. Kunreuther, Wharton on Making Decisions (201–221). New York: Wiley.
Shell, R. G. (2006). Bargaining for Advantage. Negotiation Strategies For Reasonable People. Zweite Auf lage. New York. Penguin Books.
Shertkoff, J. M., & Conley, M. (1967). Opening Offer and Frequency of Concession as Bargaining Strategies. Journal of Personality and Social Psychology, 7(2), 181–185.
Siegel, S., & Fouraker, L. (1960). The Effect of Level Aspiration on Differential Payoff in Bargaining and Group Decision Making. New York: McGraw-Hill.
Simons, T. & Tripp, T. M. (2010). »The negotiation checklist.« Negotiation: Readings, Exercises, and Cases. 6. Auf lage. McGraw Hill: New York.
Simonson, I.,& Tversky, A. (1992). Choice in Context: Tradeoff Contrast and Extremeness Aversion. Journal of Marketing Research , 29(3), 281–295.
Small, D. A., Gelfand, M., Babcock, L., & Gettman, H. (2007). Who goes to he bargaining table? The inf luence of gender and framing on the initiation of negotiation. Journal of Personality and Social Psychology, 93, 600–613.
Smith, S. M., & Shaffer, D. R. (1991). Celebrity and cajolery: Rapid speech may promote or inhibit persuasion through its impact on message elaboration. Personality and Social Psychology Bulletin, 17, 663–669.
Stark, P. B. (2003). The Only Negotiating Guide You’ll Ever Need: 101 Ways To Win Every Time in Any Situation. New York: Broadway Books.
Staw, B. M. (1981). The escalation of commitment to a course of action. Academy of Management Review, 6, 577–587.
Stein, J. (1996). The art of real
Weitere Kostenlose Bücher